Let’s assume for a second you have 100% adoption of your CRM system. What does that look like? How would you define 100% adoption?
Most companies I speak with would be happy with:
a) Every opportunity currently being pursued has a forecasted value
b) Recent and frequent updates at various stages of the sales process
c) Vast intelligence extracted from every customer about every organization
If this is how you define adoption, congratulations, you’ve just built a system to reinforce Relationship Builder behavior. Perhaps we should change the name of CRM to CRB – Customer Relationship Builders?
Now back to reality. How many of us have 100% adoption? Hardly any – and that’s likely because your best reps recognize that your system lacks relevance with how to sell in today’s sales environment. Read More »