How can companies turn stalled SFA projects into success stories? Based on Innoveer’s numerous engagements over the past 10 years — with 1,100 projects spanning 400 customers — these five rules stand out.

CRM programs should target growth, efficiency or customer experience as a primary direction. Without question, the extreme majority of programs focus on growth or efficiency and seldom do the programs I encounter target the improvement of customer experience. Fun does not pay the bills. Or, can it?