Aberdeen Archives

Garbage in, garbage out: stop forcing your reps to use CRM

Every sales rep knows the frustrating experience of entering data into CRM. They’re also familiar with the sound of sales managers harping on their reps, desperately trying to increase CRM adoption.
“Did you enter that in CRM?”
–Every sales manager ever

And to what end? Maybe CRM adoption goes up from 40% to 60%. Maybe they get reps who check off the “entered in CRM” box, but their notes are still the bare minimum. (more…)