You can have the best camera in the world, but unless you are a good photographer who can visualize and create images you want to take with it, the camera itself is useless.
You can implement the best tool in your organization, but unless your team has the incentives to use the tool well, the tool itself is not worth the investment.
Yet people and organizations strive for better tools in hope these tools will work magic and solve the problem.
If your organization faces declining sales, it does not matter whether you use SAP, Salesforce or Excel spreadsheets – these tools will not improve your sales performance. There is nothing wrong with your sales process. Your organization is broken, and that is usually a lack of leadership in the organization.
Fix the leadership first, then decide on which tools to use to support your team’s day job.
