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CRM for the Small Business, Part 6: How to Get Your Sales Staff to Buy In


One of the greatest challenges to the successful implementation of a CRM solution is winning employee participation and cooperation. “It’s a quandary,” said Craig Klein, president and CEO of SalesNexus. If the sales staff is reluctant to use the new system, it will be very difficult to get it off the ground. Salespeople can be tough to convince, Sheryl Kingstone, director of the enterprise research group at the Yankee Group, told CRM Buyer. “They look at it sometimes as big brother,” she explained.

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