CRM Adoption Needs Good Leadership as Much as Good IT

Over 90% of companies with dedicated sales teams have licensed a CRM system, and yet far fewer of these companies believe their CRMs are strategic in their impact to the top and bottom lines.  Quora got double-digits responses to the question "Why do salespeople hate CRM?"  "Why do salespeople love CRM?" had not been posted as a question as of the time of this writing. Why is it so challenging to get sales teams to use CRM systems? Contrary to some other commentators on this topic, I don't believe the problem of low CRM adoption is due mainly to the systems being overly complex, or salespeople having limited grasp of software generally.  Don't get me wrong; some CRMs are no doubt too complex, designed by techies without sufficient input from real sales teams, etc.   There are over 300 different CRM systems in the market today, and no doubt some are [...]

How is IT Doing? Ask Business Leadership FIRST

"We do a great job.  90% of our KPIs and projects are in the green, and we had 99.9% uptime last month..." ...Comments like this can be indicative of successful IT shops, hitting on all/most cylinders and empowering their companies to great results. ...Comments like this can also come out of IT leaders' mouths in departments which are completely failing their businesses - possibly without them even knowing it.   Wait, you say.  How could Key Performance Indicators be put in place, or projects approved, without the business being on board?  And if 90% of them are in the green isn't that a good sign?  Not necessarily.  They could very well be meaningful, but KPIs may not really measure how well IT is supporting and empowering the business.   Consider these common situations: KPIs surrounding reaction times to requests, but none addressing proactivity KPIs about bug fixes, but none measuring the [...]

By |2019-10-01T17:14:05-06:00December 2nd, 2018|Assessments, Transitional Leadership|

A security checklist for CEOs to sleep at night

CEOs are in a complex quandary on information security. On the one hand this is a topic requiring deep technical expertise which is (usually) outside the wheelhouse of CEOs, unless they head up a security tech company. On the other hand, it has become abundantly clear that in the court of public perception (and for that matter, the court of law), it is considered a CEO's personal responsibility to ensure that appropriate protections are in place to protect the information of a company's customers - particularly consumers. No CEO wants to end up on the front page of the newspaper or sued for negligence over a breach. Recent incidents should serve as sufficient motivation: Yahoo - 3.5 billion account details were hacked in two different breaches.  Every single account on a system serving nearly half of the world's population in 2013-14 (not fully disclosed until 2017) Sony Motion Pictures - [...]

By |2019-12-13T18:34:33-06:00September 20th, 2018|Assessments, Security|