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Why are some systems not used?

Posted on February 5, 2007
Filed Under Increasing Technology Adoption |

FIRST, WHY DO _________ FAIL?

There is lots of theory - especially in the CRM realm.

According to Bill Fried, sales trainer and author of Precision Selling, here is why CRM and SFA systems generally fail.

• The very best sales people are not necessarily the most automated ones.
• The very best sales people would rather make another sales call than write up the last one for entry into the CRM system.
• The sales people don’t see any benefit to them by SFA and CRM. They have to “waste their time” entering the data – but see no tangible benefit for themselves.
• Sales people generally feel this is management’s way to capture all of their sales efforts, to make it easier to fire someone and maintain control of the sales pipeline.
• The very best sales people would just as soon maintain their own prospect data – privately – rather than having it instantaneously available to anyone who wishes to peruse it.
• (Some believe the data entered by a sales rep into a CRM system has very little value to the next occupant of the sales territory – beyond the basic contact information. It’s not unusual for a top sales professional to completely trash the files of the last rep – for fear of being misled by the information.)

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