I like borrowing cowboy wisdom to make a point and this is no exception. No matter how good a CRM system you have there is always a salesperson that will figuratively lift his leg on it and say he won’t use it.
The primary purpose of a CRM system, even if they don’t believe it, is to help bring control to their sales lives. Control time, reduce use of spreadsheets, track hundreds of prospects, reduce the need to remember appointments, important dates, and ultimately close more sales. Why do salespeople resist CRM systems? The reasons are common:
1. Too little training
2. Resistance to change.
3. What’s in it for me attitude.
4. A poorly customized CRM system installed without salespeople’s opinions and input.
5. Ignorance of management about the customers buying process or the salesperson’s selling process.
6. Lack of input from marketing about their needs from a CRM system.