Published by : Louis G. Larochelle
Companies use a CRM to improve their sales performance through systematized process management. While it's an excellent intention, I often find that companies do not exploit their tool to its full potential. Indeed, most of them use the basic version of the software, without trying to adapt it to their reality.
To have a better picture of each step and opportunity in the sales process, I advocate adopting the Baseline Selling methodology and integrating it with their CRM (Customer Relationship System).
