Whether literally or figuratively, every journey you embark on needs a mission control -- a group of people or processes that’s making sure you’re on the right track and stay there.

That’s the role CRM plays in your sales organization and for your sales process. The best CRM software has a centralized repository of data including communication history, sales funnels, analytics, and prospect profiles serves the same purpose to a sales rep as mission control serves to astronauts.

But like any good mission control, you should only notice CRM when things aren’t going right. According to an Accenture study, 64% of salespeople’s time is spent on non-selling activities. That means you have to adopt sales tools that integrate with and benefit your CRM of choice so reps aren’t wasting valuable work time entering data.

For more stats on how CRM helps business and suggestions on how to overcome potholes, check out the infographic below from SalesLoft.


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Originally published Aug 29, 2016 12:00:00 PM, updated June 10 2021


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