It’s widely believed that the first Customer Relationship Management (CRM) software was introduced in the 1980s. Since then, businesses have made large investments in time and money to launch CRM initiatives, only to have their salespeople misuse them or not use them at all.
Over the years, business leaders have begged, threatened, bribed, and cajoled their salespeople to use these powerful tools. But in the long run, threats and bribes simply don’t work.
So how can you increase the adoption of your CRM by your sales team? How can you get them to actually use the tool you’ve invested in? Here are a few ideas.