Salespeople only want one thing, and that is to work with a system that helps them spend more time selling and closing deals.

A CRM system can do that. It’s a system that when implemented well can bring good results to the sales team and to the company as a whole. But often, the buy-in procedure is not that clear that sales teams refuse to follow.

An article on SellingPower cites six rules to help sales teams fully embrace CRM. Basically, the team has to be made understood what’s in it for them. Here the six rules:

1. Upgrade only when necessary.
2. Take a gradual approach to change.
3. Make the benefits of the upgrade clear to the sales team.
4. Shield your sales team from complexities.
5. Managers should train reps.
6. Forbid under-the-table reporting.

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