Transitioning From SFA to CRM
(6/29/2007) CRM Project Volume 7
By Jeff Tanner, PhD, Baylor University and BPT Partners, LLC
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Companies are struggling with getting CRM used by the salesforce, but perhaps salespeople
aren’t the problem. A process for adoption by sales leadership is offered.
Like most parts of CRM, the technology takes the
blame for problems that are far more basic. In making
the transition from SFA to CRM, the challenge is not
the technology but the people.
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