Keep It Simple…

Sales usage and/ or compliance of a CRM system can vary widely for many reasons. Some sales talent believe that they personally own the account contacts and are a conduit to the relationship. Some posture and pontificate on compliance and then do not lead by example. Some just don’t like to enter data. Microsoft Dynamics CRM 4.0 has a nice advantage of being able to work within Outlook and Office. Leveraging the strengths of applications that nearly everyone is familiar with. Salesforce does offer plugins; however I can tell you as a former user, it cannot match the ease of use today.

Always consider the front office and the back office needs and desires of any CRM project. If you want the usage and compliance of the front office, it needs to work the way that they do — not the other way around.