This is what a D&B infographic circulated a while back citing a Butler Group report. Venture Beat wrote an article calling this stat nonsense and that it was never reported. However there was a lot of discussion around this in media. The factors behind seems plausible – so someone took a lot of trouble to make the stats look believable.
No clear objectives
Failure to align the business ops across sectors
Poor Data Quality
No measurement metrics linked to objectives
Over customization
Insufficient training
No incentive for employees to use the system and poor user buy-in
The suggested remedy?
It is mostly around making it easy to spot selling opportunities by offering data in a single view, link unstructured data to news and social media alerts and getting a buy in for the whole business.
My take – CRM is the first step in managing your journey with your prospect. And it has become too complex for most people. How can we make a powerful tool like CRM play its role for each and every member of the sales team? What are your experiences around CRM implementation and its uptake?
What can you share about CRM effectivity?
There are a bunch of information around CRM failures from Gartner, Forrester et all. Any updated data available on this one? 70% of businesses in Europe have failed to meet their CRM objectives.
