SWOT Category: Internal Weakness

Help! Our territorial sales practices have gone too far

For the last five years, we have used relatively low-maintenance, yet highly territorial sales practices.  We have always allowed our sales consultants to manage their leads, customers and related customer data in their own way. They have never been required to share information internally. After attending a recent seminar, we realized just how much valuable information we were letting walk out the door every night, and decided to implement a company wide CRM program. 

We consulted with our staff throughout the CRM selection process and invested heavily in training.  Six months later, our CRM is being under-utilized and we have run into a great deal of resistance from our sales veterans. 

How do we reduce their fears and persuade them to use the new system, without affecting morale or losing our star performers?

- ­Anonymous, Sales Manager

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