Given the above statistics about tools, one would think that every field sales department would invest in and use this kind of tool. But that’s not the case.
Rank | Response | Percentage |
|---|---|---|
1 | They do not have or use one | 57.55% |
2 | Salesforce.com | 19.18% |
3 | Microsoft Dynamics | 8.49% |
4 | Hubspot | 3.77% |
5 | SAP | 2.83% |
6 | Pipedrive | 2.83% |
7 | Zoho | 1.89% |
8 | Agency Bloc | 0.94% |
9 | Google | 0.94% |
10 | Oracle | 0.94% |
Nearly half of the people who responded this way work for small businesses who drive less than $1 million in revenue per year. But 41% of them are employed by medium-sized businesses whose annual revenue numbers lie somewhere between $1 million and $100 million.
Massive companies like Salesforce, Oracle, SAP, and HubSpot have introduced CRM technology to millions of people, helping them grow sales at revolutionary speeds. Despite this, many businesses have yet to adopt a true System of Record. The question is why?
The stats are clear: sales teams that use CRM software achieve better results. So why don’t more businesses use this kind of tool?
What’s causing the disconnect between the proven power of CRM software and its perception amongst professional sellers? The answer is the way CRMs are used.
When used as a System of Record alone, CRM software has the potential to bog field sales teams down. Cataloging prospect and customer information in a company-wide system becomes a chore—a chore that seemingly takes away from sales.
In fact, a lack of time is one of the biggest challenges that field sales teams face.