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Executive Summary
CRM can bring enormous benefits to corporations, but only if users adopt it. Therefore, winning over sales organizations and obtaining buy-in at all levels are crucial to the success of any CRM initiative. Front-line salespeople are often the major source of resistance. In the past, when they have asked the question, “What’s in it for me?” the answer has been, “Not much.” The newest solutions from leading software providers such as Oracle change this, with features that let salespeople work the way they want to, reduce their administrative burden and genuinely support personal success in every aspect of the sales process. This white paper provides a brief overview of documented CRM successes to indicate why it’s so important, discusses CRM adoption problems in general, then presents a detailed description of the features that directly benefit individual members of the sales force. It also offers some tips to help foster high adoption rates.
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