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01.18.10 Common CRM Failings (From A Salesperson's Perspective)  By Doug Caverly In some organizations, salespeople wield a lot of power, which makes a certain amount of sense given that they're the ones who bring in the money. Folks in the CRM industry might do well to pay attention to the ways in which CRM systems annoy salespeople, then. Yesterday, Ian Tomlin wrote an article titled "Why CRM Systems Drive Sales People Crazy," and in it, he named 14 reasons. For the sake of not overloading anyone, we're just going to highlight what be believes to be the three most troublesome ones. The biggest issue is that CRM systems tend not to provide users with any new information. Tomlin noted, "Sales people want to know if a major news story breaks on one of their accounts (perhaps a new appointment or the announcement of a merger etc), or when a new company has been created in their designated sales territory." Next is the fact that separate software is often used to produce tenders and quotations. An integrated approach would be better. Finally, Tomlin observed, "Sales people today have to be micro-marketers. . . . This means sales people need access to simple campaign list creation, batch label printing, mail merge and email marketing features." If the CRM industry can address these issues, it may become a lot more popular with salespeople, and thus more popular with companies that want to keep their rainmakers happy. About the Author: Doug is a staff writer for WebProNews. Visit WebProNews for the latest eBusiness news. |
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