One of CRM’s overlooked benefits, accrued over many years, is its influence on business processes. Twenty or so years ago, front-office business processes were simplistic, due in part to the lack of technology support. For example, business leaders might have wanted to peer into a sales process or develop detailed compensation plans to better incentivize sales reps, but because those jobs required a lot of data and data reduction, they rarely were pursued. This isn’t about complex regression analysis.
Your correct in the data about what companies try, you see the value in CMR. Many are not willing even after the investment to provide training and follow up.
Advanced Selling Strategies
Posted by: Denis Pombriant February 17, 2018 11:00 AMOne of CRM’s overlooked benefits, accrued over many years, is its influence on business processes. Twenty or so years ago, front-office business processes were simplistic, due in part to the lack of technology support. For example, business leaders might have wanted to peer into a sales process or develop detailed compensation plans to better incentivize sales reps, but because those jobs required a lot of data and data reduction, they rarely were pursued. This isn’t about complex regression analysis.