Good Afternoon! I trust you have digested last week’s posts and are ready to wrap up with the final two insights today.

Insight 7: Don’t Underestimate the Influence of Middle Management

A lot of focus on CRM success over the years has been placed on “executive sponsorship”. I don’t disagree that it can be extremely valuable to have a person with a “CXO” title espousing the benefits of CRM within an organization, however, when it comes to CRM success I believe strongly that middle management is where it is at. Think “Manager”, “Director” and even “VP” as critical titles. In all sincerity, if your regional sales managers rely on note cards and weekly verbal check-ins to manage relationships and pipelines and have no intention of holding their direct reports accountable, then don’t waste your money on buying a CRM. Wait until they leave your organization and then reevaluate your options. Continue reading CRM – It’s a Journey, NOT Just a Project: Insights 7 & 8…