Typically, sales managers find it easy to see the benefits of adopting a Customer Relationship Management (CRM) system. They appreciate that in CRM their sales data is going to be stored centrally and presented in an easy-to-follow format, allowing them to monitor sales processes, staff performance and, as a result, optimize selling. But what about average rep in B2B sales? Often it is they who are not all “happy-go-lucky” about CRM in the beginning. Sales people often see CRM as another tool, as more work and just another way for…