1 minute read
Let’s be honest: Most salespeople hate CRMs.
- “It’s clunky.”
- “It slows me down.”
- “I just update it before the meeting.”
Sound familiar?
Here’s the truth:
Salespeople don’t hate CRMs. They hate bad CRM setups that make their jobs harder.
Here’s what’s really going on — and how to fix it.
Problem #1: It Feels Like Admin, Not Enablement
If your CRM feels like a form to fill in after the sale, you’ve lost.
A good CRM should:
- Guide the rep through the process
- Surface helpful insights
- Make follow-up easier, not harder
If it’s just a glorified spreadsheet? No wonder it’s being ignored.
Problem #2: It Takes Too Much Time
Salespeople are paid to sell, not to click around a system for 30 minutes after every call.
Clunky workflows, endless required fields, and no automation? That’s how you lose rep buy-in.
Fix it with:
- Smart defaults
- Automation rules
- Email/calendar integrations
Your CRM should work in the background, not interrupt the flow.
Problem #3: They Don’t See the Benefit
Why should your team care about keeping it updated? If there’s no feedback loop, they won’t.
Show them:
- How it tracks their own performance
- How it helps forecast deals
- How it uncovers coaching moments
Make it useful for them, not just for you.
Problem #4: You Never Trained Them Properly
You gave them a login. Maybe a 1-hour demo. Then expected perfect usage.
Train your team on:
- What to log (and why)
- Where to find their pipeline at a glance
- How to use the system to sell smarter
What to Do About It
- Audit your CRM.
- Remove pointless fields
- Fix broken workflows
- Automate the boring stuff.
- Email syncing, deal creation, follow-up tasks
- Build CRM habits into sales coaching.
- Use CRM data during 1:1s
- Celebrate wins from the system
- Show reps how it helps them sell more.
- Dashboards, leaderboards, pipeline coaching
Want to Know If Your CRM Is Helping or Hurting?
We offer a free Sales Audit to find out:
- What your CRM is doing right
- Where it’s dragging reps down
- How to fix it fast
Let’s make your CRM work for your team, not against them.
