Comments on: Why Your Salespeople Hate CRM

By: kumar shan

kumar shan — Thu, 04 Dec 2014 08:43:45 +0000

Hi Harsha,
Thanks! Man. When I think of using a CRM, man i really hate it when i’m in a hurry to meet my prospect. But as you said it adds a lot of values to your sales management. So i said yes, when my friend introduced me an app(more viable solution) which makes things way too easy. Here’s what i use, i call it the Next Gen CRM – https://www.contalog.com.
First of all its handy, makes me closer with my ipad, easy updates from my office that helps me get rid of those late night typing jobs.
You can fine more on this @ https://www.quora.com/What-are-the-best-software-tools-for-salespeople
Hope its useful to someone!

By: Kyle Harsha

Kyle Harsha — Tue, 18 Nov 2014 15:06:35 +0000

Rick, thank you for your response. On more than one occasion, we have seen companies that are in the situation that you described- seeing CRM as a “magic bullet”, only to be disappointed when they used it to measure things that were inconsequential and frustrating to those involved. CRM is just a tool that can be used to make our lives easier and more efficient, or quite the opposite, depending on its use. Granted, I have seen a number of salespeople who aren’t doing the necessary behaviors of proactively prospecting business. They either pull a GlenGarry Glen Ross and blame the “bad” lead cards, or wait around for inbound leads because they have read too many times that the “modern buyer is further into the sales process when they engage a company that they used to be”. By tracking sales prospecting behavior using a CRM, an effective manager can use the information to coach their people. They just need to be aware of what the salespeople are thinking from their side of the desk. Happy selling- and probably no need to track this discussion in your system.

By: Rick Mess

Rick Mess — Sat, 15 Nov 2014 12:45:30 +0000

Sadly, most companies I’ve worked for or contracted with believe that their CRM, ERP or BPM system are the magic bullet. I’ve even been required to enter “dead data”, people who are never going to become customers because they never used or will never use the products and services I provided. At the executive or mid-management level, it is believed that activity is productivity which is far from accurate. CRM systems are like women’s makeup, less is more. Carefully choose who and what you enter as viable prospects and opportunities instead of playing data entry boy for every person you called or met with. We are in sales which means if we don’t sell, we don’t eat. Does management think we are watching movies on our phones instead of working to generating revenue? I’m sure my reply to your post will be met with unhappy responses or a success story that runs contrary to your article or my reply. But I felt compelled to comment.