As investment in sales technology continues to rise, organizations still struggle with adoption. In last week’s blog, we discussed how organizations can get the most out of their sales tech tools. Today we continue the focus on sales technology and look at how sales leaders can partner with sales operations to improve adoption of their sales tech investment by conducting an impact assessment.
Sales technology adoption continues to be a challenge. (Click to tweet)
As noted last week, sales organizations continue to invest in sales technology with 10 or more already in use. But what about adoption rates? When we look specifically at CRM as an example, from 2013 to 2018, the percentage of organizations reporting CRM adoption rates greater than 90% increased by only 9 points, from 36.6% to 45.7% (Sales Performance Study). This means that while CRM implementation is almost universal, adoption growth has been slow over the past five
