CRM: 20 Years Later—Still Hated
ViewPoint
MAY 6, 2014
'The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). CRM may have been well intentioned—meant to centralize information—but it wasn’t designed specifically for sales.
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