According to Gartner, more than 65 percent of all customer relationship management (CRM) projects fail. Why? The most common pitfall is that salespeople don’t view CRM as a tool that can help them. At best, they see it as just another administrative burden. At worst, they regard CRM as Big Brother.
What can sales leaders do to help salespeople overcome their defense mechanisms and resistance to change? Try paying attention to the emotional component related to CRM implementation. Here are five tips for getting your sales force to love your CRM.
Following these five steps can help you win both the hearts and minds of your salespeople. CRM systems can drive efficiency, predictability, and transparency in your organization. You’ve gone to extraordinary lengths and invested a large sum in your CRM system; make sure your sales organization is also fully committed to the cause.