CRM gets a bad rap for turning sales people into data entry clerks. The software’s requirements for maintaining contact files and entering events in the customer relationship, the complaint goes, takes time the sales force should be spending in contact with the customers.

It’s true that most CRM systems require that someone (read: the salesperson) has to enter the data that makes the CRM system work. However it’s also true that CRM reduces or eliminates many of these chores. Read more..

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