Sales teams are one of the most resistant parts of an organization to adopt change. What’s happened is that your sales reps have not wrapped themselves successfully around your new process and software. And as a result, the issues you had 3 years ago for the most part are the same issues that you have today: You still have to deal with quarter-end surprises Opportunities consistently slip quarter over quarter 80% of your sales team are still not making or exceeding    quota Your sales forecasts are still opinion-based, and require     verbal explanations You can’t manage your sales teams’ progress against     verifiable outcomes Your manager is not using the same language as you No one is speaking the customer’s language You are still fighting high turnover rates in your sales    force.

Industry Speak
	When surveying many of the largest CRM initiatives, we found that the Sales teams rejected the call to become automated nearly 50% of the time. Sales are notoriously resistant to any form of change in the way they do things.     - Why Sales Process     doesn’t get Adopted      ItsStillNotWorking.Com     Blog, July 3rd, 2008