Make CRM Work the Way Salespeople Do
The challenging economy is forcing salespeople to do more
— to spend more time on the road, to uncover more
opportunities, and to follow-up on more prospects. This is
forcing salespeople to be more resourceful and creative in
how they generate leads, pique the interest of prospects, and
close deals. Yet, recent research suggests that salespeople
spend much more time on administrative duties than on
direct selling activities. This white paper examines how
traditional CRM technologies, while valuable in helping
organizations manage customers and revenues, have not
really assisted the salesforce do their jobs.
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