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Solving the CRM Problem

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I wrote about solving the Sales Performance Problem and today I'll write about solving the CRM problem. CRM doesn't provide management with an accurate forecast. Management doesn't hold salespeople accountable for using/maintaining CRM. CRM is not consistent with sales process. CRM is too difficult to customize. CRM doesn't have to be complicated, expensive, difficult to customize, or slow.

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