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Why do salespeople hate CRM - and how can we help them love it?
Experts explore why salespeople dislike CRM - and provide advice on how to get them to embrace it.
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CRM and salespeople are in a love-hate relationship – in that CRM loves salespeople, but salespeople hate CRM.
One of the most common reasons cited by organisations for the failure of their CRM systems is a lack of adoption by the sales team. Data isn’t inputted. Records aren’t kept up to date. And the value of the whole system is subsequently undermined.
So why do so many salespeople take such a disliking to CRM?
Sean McPheat, MD of MTD Sales Training, believes that the challenge that organisations face is the very nature of the best itself – sales people love interacting with people, not with CRM programmes.
“Many sales people would rather make an additional ten calls per day or go out on another two prospect visits than update their records, especially as a lot of their commission is riding on the results that they achieve,” he explains. “Having said that, what the same sales people do not realise is that many of them miss out on following up with prospects, they forget crucial information and then using the data ongoing for marketing and farming purposes is a lot harder with incomplete or worse still, no records.
Read the entire MyCustomer article
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