The "black hole" of leads management

In every industry, in every company, it is difficult to track the progress of leads through the sales process to closing. However good the CRM system, the issue is always a human one. While it may be in the company's interest to track leads, for most sales people it is not in their best interest to complete the data entry. They have little to gain and they lose time and perhaps information which they would rather keep for themselves. In many industries, a sales person's Rolodex is their biggest asset, so they would rather build their own personal database than the company's.