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I read an article recently about how Salesforce.com revenue is decreasing. There was a person who commented on the article who said: “I seriously don't get the attraction of Salesforce. I have never met a salesperson, or anyone for that matter, who likes it. Too many forms to fill out. Management prying into every record….” Blaming your CRM system is the easy way out.

AI applied to complex, B2B enterprise sales has been way overhyped. Sales teams completely discount the value of AI applied to CRM systems since they know it does not account for the fundamental opportunity knowledge they have between their ears. The solution is to make sure sales teams, managers, and executives are empowered to optimize the AI algorithms to include their collective IQ. Combining AI and HITL ensures sales algorithms will be optimized to deliver opportunity insights, sales team performance, and longer-term revenue predictability.

Quick Start Strategies 2021 Sales Optimization Survey found that 78% of executives from participating companies with annual revenues between $20m to $3.5b do not believe they can achieve their projected revenue objectives. The top reason provided for this lack of was ‘not having trusted insights’ to make critical business decisions.

Recently we started a project where my new client was bemoaning: “we’re never going to deliver an accurate sales forecast until we get people to use our CRM and put in accurate data.”

Are your sales teams not consistently following your company’s defined sales process? Is sales performance falling short of expectations? Are forecasts inaccurate, and revenue falling short of expectations? What to do?

In the past 7 years, Quick Start Strategies has analyzed the performance of over 1,400 companies to uncover the story-behind-the-story as to why companies consistently fail to meet their desired sales objectives.

You have made big investments in CRM, marketing automation, business analytics, and reporting.  Maybe you have even jumped into the world of machine learning.  But beware, your sales data may be creating a pyramid scheme. Let me explain…