[ripberge]

Anyone here get resistance from your sales people when trying to get them to use CRM? If so, how did you overcome it?

At my company people basically refuse to do it, saying it turns them into a data entry person instead of a salesperson.

[salsakran]

The easiest way to get them to use a CRM is to only pay commissions on deals marked as closed in the CRM. Run all meetings off the CRM, and if someone's lead status isn't updated make a point of asking why. Requires a bit of discipline, but if you make it the rules of "the game", sales people will play along.

[seestheday]

I'd argue that using a CRM isn't in the sales people's best interest. If they can keep all of their contacts in their personal contact list they are better off. Plus, from their perspective any time entering stuff into a CRM System is time when they're not closing sales.

It is in the companies best interest to use a CRM system. It gives reporting, visibility, and a different sales rep can pick things up with some history if the old sales rep leaves (turnover can high).

In my opinion the only way to get sales reps to use a CRM System is to tie it to comp. Any other method is a waste of time.