One of the top problems affecting sales reps today isn't a lack of speed; it's the fragmentation of their tools and information. Groeschel noted that the intense pressure for deep personalization and value-add engagement forces reps to consult numerous systems for a single customer view, often navigating ten or more different platforms.
Your sales rep finally reaches out to a "hot lead" that marketing flagged weeks ago, only to discover that the contact no longer works there. Or worse, the company has merged, and your CRM still lists them under an outdated domain. It's frustrating, time-wasting, and surprisingly common. CRM systems are supposed to be the single source of truth for customer relationships. Yet, for many businesses, that "truth" becomes outdated faster than they realize.