What it Really Means When CRM Isn't a Sales Force Priority
Understanding the Sales Force
FEBRUARY 15, 2012
Understanding the Sales Force by Dave Kurlan It's rare when a company isn't using something for CRM, even if it's an old version of ACT. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended. Margins are shrinking; sales cycles are taking longer.
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