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Compensation methods for encouraging SFA adoption

How many companies have used direct or indirect compensation methods to get salespeople to use a CRM system? What are some examples?

I don't have an exact number but I know that the percentage that have succeeded with this strategy is very small (less than 5%). 'Bribing' sales to use CRM by paying them to do so (or not paying them if they don't) rarely works - unless it has the explicit approval of Sales Management.

Bottom line - if it helps Sales - they'll use it (although it is often necessary to prove this point, which is why recruiting advocates within the Sales organization PRE-implementation is so critical). If it doesn't, they won't. If you mess with their compensation, they'll leave - at least the good ones will.

FOR MORE INFORMATION:

Get a clear set of goals for your sales department by reading the SearchCRM.com orignal Five priorities for sales

This was last published in August 2004

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