The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)
SBI
NOVEMBER 27, 2012
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 your sales organization is highly mobile, CRM may no longer be the best tool. Use your CRM more like the database it is.
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