Analyst Insight: Given today's intensely competitive business environment, as well as consumers who are more informed and demanding than ever, it's imperative that companies develop customer-driven operations that create a distinctive experience through supply chain capabilities. Simply put, product/service features and pricing are no longer enough to meet customer expectations. And since customers in different segments often have very different needs, generic supply chain capabilities won't cut it. - Joseph S. Roussel; Global Operations Advisor, PwC; Brad Householder, Principal, PwC
Your sales people need to do the things that work, and they need to repeat them. If something is demonstrably effective in closing a sale, then it should be discovered and shared - and, even if there's just one sales person, it should be identified and utilized. If your selling process has become complex enough that these processes are no longer easily identified, it's time to look at CRM.