The program I am referring to is the CRM program. More than one of my clients has a sales manager that wants his salespeople to use the system, but he or she won’t use it themselves. They can’t coach salespeople to use it and most just wink at salespeople when marketing people plead for them to close out the leads so marketing can put an ROI figure on campaigns.
Hundreds of thousands and sometimes millions of dollars are spend on a CRM program that has high hopes, but no support from the most important potential sponsor and user, the sales manager. Without a buy-in from sales management, many CRM programs fail miserably and coincidentally so do the sales managers.
I have my own ideas, but can someone give our membership some of your own wisdom on how you over-came the resistance of the sales manager? Tell us a story of the circumstance and what you did to succeed.
