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The problem with CRM systems is that they aren't built on methodology. They're just a system of record.

Sales of software solutions are booming, and nowhere is that clearer than in the world of customer relationship management (CRM). Once thought of as a tool that was exclusively for massive enterprises, CRM is now considered an essential buy even for small businesses.

Companies of all sizes are implementing CRMs earlier and earlier, and that shows in the numbers: Last year, Salesforce, the largest provider of CRM solutions, increased its revenue by 26 percent.

That massive uptick in CRM implementation was largely attributable to the fact that organizations are approaching CRM as a tool to improve top-line performance. CRM systems promise to track, manage and analyze all customer interactions to help drive sales. Entrepreneurs see CRM as a cure-all for their sales efforts, and they can’t buy it fast enough.

Authors: Byron Matthews

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