Choisir un CRM: vous négligez l’élément le plus important

27 Jul

Choosing a CRM: you’re overlooking the most important element

Jonathan Lucas

Choosing a CRM for your sales team is a crucial decision that impacts sales productivity and performance. Organizations often stop at the same criteria: ease of use, personalization, pipeline visibility, presence of a mobile application, integration with other tools, reporting, contact management and so on. Of course, all these criteria must be taken into account. But often, the most important criterion is not part of the decision. This criterion is behavioral change. Because without behavioral change, CRM implementation can be a costly failure. Why target behavioral change The idea behind behavior change is to integrate the sales process in the…

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