The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)
SBI
NOVEMBER 27, 2012
When they are updating their forecasts, they are not talking with prospects. Variable compensation in the form of commissions and spiffs is really just a form of gamification. In the simplest of terms, when the reward compensates for the routine (of CRM), revenue is sure to rise. If you close a deal, you win this spiff or that.
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