Harvard Business Review

MARCH 18, 2015

They are fixated on achieving goals and continuously measure their performance in comparison to their goals. For example, 52% of high- performing salespeople indicated they were power users who take full advantage of their company’s CRM technology and internal systems compared to only 31% of underperforming salespeople.

Comparison 8

Comparison Morale CRM Influence 8

Harvard Business Review

AUGUST 17, 2012

Before you rent your first ZipCar, you'll have talked to friends about it, checked ZipCar's website (and comparison websites), and maybe even called the company. A CRM system might let you know how customers moved between the website and the store, but it tells you nothing about how they responded to advertising or word-of-mouth reports.

CRM 14

CRM Brand Advertising Survey 14

Harvard Business Review

AUGUST 15, 2014

Another McKinsey survey , conducted in 2011, found then that the average company with more than 1,000 employees already had more data in its CRM system than in the entire Library of Congress. That’s understandable because, in comparison to the hype about digital initiatives, you hear very little about sales in the contemporary business media.

Media 10

Media McKinsey ROI CRM 10

Harvard Business Review

MAY 22, 2015

There may be no better example of this than the financial services industry. For instance, the report could be a bulleted list of key findings for portfolio managers who just need the facts, or it could be a lengthy detailed summary to meet an investor’s needs. Wealth management is starting to see this benefit.

Benchmarking 8

Benchmarking Analysis Report CRM 8