[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.