Being tech-savvy is not the same as having the ability to set up an effective and scalable go-to-market engine in HubSpot (or any other) CRM.
Even though more and more companies are starting to realise this, often after having their first attempt ending up in their CRM being little more than a fancy spreadsheet, it's still a common discussion I have with prospects.
Using a CRM and setting one up is like driving a car vs engineering it. One requires operational skills, and the other demands technical and strategic know-how.
The technical part is rarely the cause of implementation failures and a poor-performing revenue team.
In a recent study, the following reasons were given as the main reasons for failure with the implementation:
- Processes (44%)
- People (knowledge & skill) (42%)
- Strategy/deployment (40%)
- Technology (35%)
Focusing on technology alone addresses one of the four areas that will decide the success of the setup—and the least impactful one at that.
The cost of this approach will show itself in several ways:
Misallocation of talent
The first issue is that one of your top revenue-generating team members (or worse, the sales/marketing leader or CEO) is now spending...
