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
Start getting smarter:
or see our plans

Rating

8

Qualities

  • For Experts
  • Applicable

Recommendation

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.

 

Summary

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 ...


More on this topic

Customers who read this summary also read

Always Be Closing Is Dead
9
Growth at All Costs Is Perilous
9
Scalable Pricing
7
Bill It, Kill It, or Keep It Free?
8
Why We Need More Women in Sales
7
Sales Tips: No Decision Losses – The Good, Bad & Ugly
8

Related Channels

Comment on this summary