A major reason organizations decide to implement a CRM system such as Microsoft Dynamics CRM 4.0 is to gain visibility into customers, their buying behavior and the sales process. This visibility is gained through collecting data and reporting on it.
The company’s need to collect as much data as possible and the sales people’s need to not “waste” their time on what they consider administrative task can give rise to a battle between the company and the sales people. At the end of the day if sales people are frustrated with a CRM system and consider the system a hinder rather than an aid to their sales efforts, they will not use it. Without user acceptance and consistent use, an organization will never be able to realize the fantastic benefits of a CRM system.