Colleen’s Blog

I was recently with a group of sales leaders and one of them admitted that he had sales reps who didn't use CRM. And this sales leader was from a top-performing company with around 40-50 reps who are consistently over their targets both from a volume and margin perspective. While it was commendable that he was willing to admit that his sales reps had CRM deficiencies, it's a shame that those salespeople were not using a tool that would make them much more effective.

Many of you have read a lot of the work we've done on account management. But here's what's really critical about account management.