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?

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Tags: Sales management constraints TOC goldratt

This entry was posted on September 26, 2007 at 1:25 pm and is filed under TOC for Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

2 Responses to “How can we generate value from CRM?”

CRM Specialist Says:
October 2, 2007 at 12:41 pm
Richard,

I fully agree with you, as long as people do not get (perceived) benefits they will not use the tool. In our company we only get 25.5 percent of the orders through/visible in CRM, the rest are bluebirds. This is very disruptive for production, and imagine how it looks on the forecast
M Says:
October 16, 2007 at 8:30 pm
WE THINK THE B/N IN TOC KNOWLAGE IS SFS AND SALE KNOWLAGE . HOW (ACCORDING TO TOC) Dr GOLDRATT MANAGE THE TOC STREAM WITH CONTROLING THIS B/N? HAVE A SIMPLE ANSWER ZOOM ON SALE KNOWLAGE WITH RULES OF TOC FOR HOW TO CREAT VV.