There is no doubt that sales automation tools like customer relationship management (CRM) and configure price quoting (CPQ) software benefit sales managers. That’s probably why 91% of businesses with over 11 employees now use a CRM solution. CRMs help systematize processes, centralize information and give management a better view into sales rep’s activity. But how does that help the sales person?
The problem with CRMs – from the rep perspective – is that management gets all the insight but they only get more work with very little value in return.