CRM is a great technology when used properly. When it’s not, it can cause more trouble than good which is usually not the case. Regardless, millions of dollars is spent on implementing and/or maintaining CRM systems every year with the goal to help your sales force better manage their leads and contacts.
Geoffrey James who blogs for bnet, posted the top 5 reasons CRM stinks. Here is a summary of his points:
- Too much data entry required – sales people are supposd to be selling, not doing data entry.
- Don’t steal my contacts – when new sales reps get hired, they usually bring along a great list of contacts. If they import them into the CRM system, does the new company own the data?
- Too much micromanagement – CRM systems provide great reporting for sales manager. Should the sales reps suffer if he/she meets his quota early in the quarter?
- My computer sells better than me – many CRM implentations are hardwired with a new sales process. Let the sales rep do his own thing.
- Too many new systems to learn – why learn this CRM software when we’ll be replacing it in 19 months?
Overall his article is rather interesting and brings up a lot of good points. There are plenty of happy CRM users out there but you don’t always hear about the complaints.Â I recommend you read it here.