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Management doesn't hold salespeople accountable for using/maintaining CRM. CRM is not consistent with salesprocess. Last week I spent 90 minutes with another client (8 people from Operations, sales, customer service, and marketing) showing them how CRM could be the answer to their inaccurate forecasts and pipeline reports.
There is a lot written about the salesprocess these days: Dave Brock has written several pieces on the salesprocess recently. Axel Schultze wrote in a recent blog post that our salesprocesses are old and suck. Network now offers Dealmaker Genius helping to design your salesprocess in 15 minutes for free.
When I was a sales rep, I had a few (painfully) bad quarters in a row. Instead, my salesmanager was smart enough to see that something was “off” with my motivation. My sales job felt like an obstacle in the way of that dream. My sales job turned out to be a great platform for getting both of those. But I digress.
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