Why your CRM system is a failure

10/1/2013 | Sales Benchmark Index

Customer relationship management systems have the potential to provide significant value for your sales force, but many companies fail to use them properly, writes Drew Zarges. Your CRM initiative is unlikely to achieve the desired results if it is overly complex or if sales leadership lacks commitment to the system, Zarges writes. "Any initiative within the sales organization starts at the top," he writes.

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