Getting adoption.
WHY MOST IMPLEMENTATIONS DISAPPOINT
The system serves management reporting rather than the people entering data.
WHAT THAT PRODUCES
Minimal entry, entered late, to satisfy requirements.
WHAT THAT DATA IS WORTH
Very little, since it is incomplete and retrospective.
WHAT MAKES ADOPTION WORK
The system saving the user effort Information they need being there Entry being quick Mobile access, since selling happens away from desks
WHAT SAVES EFFORT
Email and calendar integration, capturing activity automatically Templates for repeated communication Quotes and proposals generated from the record
WHAT TO MINIMISE
Required fields.
WHY
Every required field is a reason not to create the record.
WHAT TO REQUIRE
Only what is genuinely necessary at that stage.
WHAT TO INTRODUCE GRADUALLY
Additional fields and process, once the habit exists.
WHAT MANAGEMENT SHOULD DO
Use the system as the source of truth, and stop accepting updates elsewhere.
WHY THAT IS DECISIVE
If reporting happens in meetings, the system is optional.
WHAT TO MEASURE
Whether records reflect reality, tested by asking about specific deals.
