By Guy Tweedale, Saratoga Systems
“In those days there was personality in it…There was respect, and comradeship and gratitude in it. Today, it's all cut and dried, and there's no chance for bringing friendship to bear – or personality” – Death of a Salesman, Arthur Miller, 1949.
These words were first spoken on the stage over 50 years ago, but when you talk to salespeople today, the sentiment still exists. The goal of CRM was to empower the salespeople and to supply them with the means and information to be more successful.