Integrated warroom

I have learned a tremendous lot from colleges in South Africa. Especially Henning du Preez and Arrie van Niekerk provided great insights on developing war rooms for implementation of DBR and Supply chain. In my opinion we should also include elements of sales, where we can view the opportunities and can take actions. These actions could be in planning, execution, or what-if scenario’s. We have started to work on the with opportunity tracker, but I would like to discuss input on the next steps?

How can we generate value from CRM?

In the netherlands the majority (70%) of the CRM implementations fail to achieve the desired results. Main reason (I have found) that sales people hate to fill it in. What can we do to ensure that we use the system properly? How can we use CRM to analyse the constraints in our sales system and resolve them, resulting in more sales?