CRM applications should be more than a database of information; when leveraged and integrated properly, effective use of CRM software leads to increased incomes through the creation and application of customer knowledge. For sales leaders, ensuring that their teams are responsive to customers’ needs and are equipped with the right knowledge to be successful is critical.
You invest in a state of the art CRM platform. You spend months tailoring it to the needs of your organization. Weeks of data mapping and migration tests ensue. You plan, build and deliver rigorous user education. Sales leaders are excited. Salespeople … don’t use it or at least, they use it to the minimum degree that is required by the organization. In sales learning and development, we face a similar challenge. Continue reading