Your CRM system: Nemesis or ally of the sales team?
As salespeople, we need to use a Customer Relationship Management (CRM) system to ensure adequate lead capturing, follow up and nurturing - crucial aspects that have led to many celebrated deal closures and pats on the back for me and my sales comrades.
Most CRM systems perform the task of relationship management very well. The main problem with these systems, however, is the misconception that a CRM system will magically help salespeople sell more or become better at their jobs.
With 15 years of sales experience under my belt, I have been exposed to many different CRM systems and have found that the most influential factor in CRM success is the way the system is applied by an organisation and adopted by the users. No CRM will magically enable better sales results, but a well-deployed system serves as a powerful tool in the hands of a determined salesperson.