Your CRM Cannot Be More Successful than its User Adoption

For sales force automation, the best customer relationship management system is the one that makes users successful.  For that to happen, users must adopt the CRM.  It doesn’t do much good to have a brilliant design for a system that salespeople do not use.

This means that you must measure adoption both in quantity and in quality of usage.  How often does your sales team access CRM? Do they use…

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