Summary of Taming the CRM Beast to Boost Sales

Looking for the article?
We have the summary! Get the key insights in just 5 minutes.

Taming the CRM Beast to Boost Sales summary

Editorial Rating



If your firm’s customer relationship management (CRM) system has become an “unwieldy beast,” consider this Boston Consulting Group article a field guide and trainer’s manual. Roger Premo, Matthew Ward and Santosh Raghunath will teach you how to identify the factors that can aggravate chaotic CRM – as well as how to optimize the benefits of your system.

About the Authors

Roger Premo, Matthew Ward and Santosh Raghunath are professionals with the Boston Consulting Group.


A tech upgrade or a replacement system isn’t always the best fix for an underperforming customer relationship management (CRM) system.

Often, sales teams find that their customer relationship management (CRM) systems don’t deliver on their promise of better profits. Executives may respond to shabby results by channeling funds toward technological upgrades, third-party solutions or more-sophisticated CRM systems, only to encounter further disappointment. However, organizations can often step off this CRM “treadmill” without having to invest in new technologies. Plodding through administrative work and accessing fresh leads can absorb hours of a sales rep’s workday. Further, erratic documentation or ad hoc changes to fields and processes can confuse salespeople, or they can use tools...

Comment on this summary

More on this topic

Three Personalization Imperatives During the Crisis
Building Bionic Capabilities for B2B Marketing
Biopharma Applies New Service and Support Models amid COVID-19
Rewiring Merchandising to Make the Most of Analytics
The Costs of Revving Up the Grid for Electric Vehicles
Stakeholder Management 101

Related Channels