The Complete Guide to Accelerating Sales Force Performance

Conclusion

Technology is both supplementing and supplanting traditional sales functions. The widespread use of CRM systems is focused primarily on the former by making the entire selling organization more productive. However, the success rate of CRM implementations remains disappointingly low. The single most important CRM lesson is to learn from history. A company must focus on clear process improvement goals, top management and user commitment, help from outside experts, and a phased implementation approach that helps the organization grow with a CRM system.

Technological barriers to CRM implementation success are falling rapidly because of the Internet. The application service provider (ASP) model, in which the CRM system resides on a server ...