From the course: Sales Channel Management

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The necessity of using CRMs

The necessity of using CRMs

From the course: Sales Channel Management

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The necessity of using CRMs

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- Salespeople have historically been notoriously hesitant about communicating a lot of details about their accounts, meetings with buyers, and projecting sales forecasts. We're so protective of our account information. For those of us now in sales management positions, we all remember quite well how that feels to be on the front lines and to be constantly reminded about communicating more and in greater detail about activities in the marketplace. Years ago, I remember having account information in various spreadsheets and rogue databases. You would have thought I had top secret information, since I guarded it so closely. However, to me, it was that important, and I only passed along details unless it was required. In my mind, I was protecting my accounts, my buyers, and my sales. I didn't want people knowing too much, and heaven forbid if other people contacted an account of mine directly. That was pretty misguided of me, but I was not alone as a salesperson thinking that way. Times…

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