{"id":16302,"date":"2016-02-25T10:22:55","date_gmt":"2016-02-25T15:22:55","guid":{"rendered":"http:\/\/exob2b.com\/en\/?p=16302"},"modified":"2016-02-25T10:10:52","modified_gmt":"2016-02-25T15:10:52","slug":"the-challenges-of-using-a-crm","status":"publish","type":"post","link":"https:\/\/exob2b.com\/en\/the-challenges-of-using-a-crm\/","title":{"rendered":"The challenges of using a CRM"},"content":{"rendered":"

The benefits<\/a> of using customer relationship management (CRM) software are numerous. With this tool, companies are able, among other things, to deepen their knowledge of themselves. This in part explains why companies seem compelled to adopt CRM or even consider the implementation of a newer CRM system. But it must recognized that even with the best intentions, this kind of tool isn\u2019t always properly optimised and obstacles that were not previously suspected or may have even been underestimated, can appear.<\/p>\n

The lack of cooperation from the sales team<\/h2>\n

The sales team sulks at your CRM. Yet often, one of the elements that enable you to understand the relevance of CRM for your business comes from your sales representatives. As a manager, you come to realize that your sales representatives are the only ones who really know your customers, and that, in that respect, your entire business hangs by a string, so to speak. Your sales team\u2019s cooperation thus becomes major issue. There are various reasons for the lack of cooperation from your representatives. Some may justify themselves by saying it is a poorly designed tool which adds to their tasks, some may simply lack training, etc. But some causes are deeper and are more related to the perception of a CRM primarily as a monitoring tool. To counter these problems, it\u2019s important to involve your representatives in the development of this solution. For example, some companies choose certain representatives to be super users and ambassadors of the solution with the rest of the sales team.<\/p>\n

Data entry<\/h2>\n

Data is the essence of any CRM. Its presence and quality will maximize the potential of the tool or, will destroy it. Data is the foundation of the reports that CRM generates. These reports are the basis of the analyses and strategic decisions that a company takes, such as determining segments<\/a>\u2026<\/p>\n