Sales Management. Simplified.

CHAPTER 4

Playing CRM Desk Jockey Does Not Equate to Sales Leadership

There is no more ubiquitous sales management tool over the past decade than the customer relationship management (CRM) system. CRMs come in all shapes and sizes, from companies new and old, big and small. None is more widely recognized, talked about, accepted as the standard, and loved and hated than the 1,600-pound gorilla in the space, salesforce.com.

I give “Salesforce,” as the entire sales world calls it, tons of credit. From the company’s fearless leader, Marc Benioff, to its widely read blog, to the annual Dreamforce Conference, which draws 140,000 to San Francisco each fall, to its comprehensive robust platform, Salesforce is to CRMs what Kleenex is to facial tissue—or ...