Organizational, cultural and financial consequences of “elbow selling”
Unfortunately, a rights system that separates contacts and customers all too often gets out of hand and goes to extremes: everyone sees their customers and perhaps a small overlap of other people. This in turn leads to the commission-driven sales culture described above. Envy and mistrust arise because you cannot see what and how your colleague is working with their customers. All too quickly, every sales employee is only interested in keeping their own closing rate high in order to top up their salary with the biggest possible bonus. They will probably invest time in dealing with their own customers or accounts rather than helping their sales colleague shortly before a deadline. They will also isolate their customers as best czech republic telegram screening they can - it would be fatal if a potential customer called back during a day's vacation, for example, and was then dealt with by another colleague. In the end, that colleague would probably collect the commission. So the contact is "hidden" and the colleagues probably have to put the interested party off until the responsible sales representative returns.
lose-lose. Both the customer and the company lose.
There are measures that can be taken on the software side to make it more difficult, for example, to take all contacts with them. With CentralStationCRM, for example, normal users cannot export files. This means that the potential thief would have to copy all the data manually and for each contact. Anyone who acts like that is pretty malicious. I think in most cases a company cannot protect itself from such people anyway, unless it is noticed early on and the person is not hired in the first place. Someone who acts like that can get the data in other ways - rights system or not. When you get a coffee, leave the iPad logged in, folders are left open on the shelf, or something similar.
The examples may be somewhat exaggerated, but my experience is that the naturally highly competitive field of sales quickly leads to this extreme. I know companies where contacts always "belong" to individual people and sometimes not even the boss of the company can see them. CRM systems with rights systems down to the lowest contact base encourage this phenomenon. In the end, you end up with a totally fragmented contact base that a company can no longer work with properly because everyone only makes their contacts visible to themselves.