March 01, 2009

The most common problems with sales systems

1. Don't give managers and their staff the information required /
provide visibility, predictability and control in respect of sales and
2. Out of date – functionality – usability
3. Out of date or irrelevant information – not cleansed / pruned
4. Not used consistently by reps
5. Not used by management, not used at sales meetings, for calculating
commissions, etc.
6. Used differently by different users
7. Not aligned with sales process
8. Limited reporting functionality - Spreadsheets used for reporting
9. Insufficient training and support to users
10. Inadequate system admin
11. Lack of integration with other systems (calendaring, email, CRM,
accounting, etc.

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