“We get a lot of sales leads from the company’s HQ, from the Internet or from a call center, but we all know that they are useless. We do not know how to work with leads. The statuses in CRM are not clear. The process of lead management is too complicated. We prefer to have everything in our calendars, rather than in CRM. We do not see the benefits of sales leads from the headquarters.”
These are the hypothetical words of a sales representative. What is the reality? Unfortunately, in most cases – very similar.