I know this might seem strange, based upon my obsession with using process and controls to create a scalable business, but it’s a valid question. Can you damage your sales function by having too much control and if so why? This report from Hanoi City in Vietnam could give you the answer. You might be [...]
One sure sign that a sales team cannot be serious about winning new business is their lack of commitment to a credible CRM system. In other words they're not depending on CRM in the same way they depend upon email or Word. The acid test is this. "if you removed CRM from the firm would [...]
Running a CRM system but not really getting the most out of it? In fact, is keeping it up to date such a useless occupation that you don't really bother? Despite the haranguing you get from the IT or marketing department: it just isn't worth your bother. This isn't rare with CRM but could you be [...]