CRM Adoption – Why Some Inside Sales Reps Don’t Fully Utilize a CRM

Leads are fickle things.  Who of us hasn’t been on that call when things went south? Why are leads so hard to convert to sales?  There have been many studies that talk about that, but I wanted to talk about the nitty-gritty reasons why we often don’t get the results we expect; CRM adoption. The following articles talk about CRM adoption rates, and both point to a larger problem: Salespeople not fully adopting the CRM or not utilizing it in the way management has instructed. Destination CRM: Don’t Confuse Implementation with Adoption LinkedIn Poll: What % of your salespeople use your sales CRM (You may have to log in to LinkedIn first to access the link.) The next logical question, then, is why? Take a look at the chart above. If you increase the complexity of the solution and the time it takes to contact a lead, you are killing opportunities.  Among other issues we’ll discuss later in this post, CRMs are not doing enough to simplify sales tasks.  And in some cases, are actually introducing more steps into the sales process. Ask yourself these questions: 1)      Is my CRM making it easier to contact potential leads? 2)      Is my CRM increasing the ability of my sales force to contact potential leads? 3)      Is my CRM providing transparency to the lead and sales process? Why CRM’s Fail Anybody that’s been a...

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