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Why The Best CRM is the One Your Team Adopts

CRM software is hot right now. The industry is growing at 12% per year and will hit $129 billion by 2028.

But….

Upwards of 60% of CRM solution implementations fail. 

Why?

It’s not because the software doesn’t work. It's because team members it’s meant to help don’t: 

  • log in 
  • update it 
  • see the value  

Typically, companies think “more CRM features = better”. And they look for the most customizable, AI-powered, analytics-driven platform and expect their team to embrace it.

But more features don’t equal more adoption. A complicated CRM that disrupts workflows, forces tedious data entry, or doesn’t integrate with the tools teams already use will end up collecting more dust than an Ab Roller 5000 from a 3 am infomercial.

Big truth: The best CRM isn’t the one with the longest feature list. It’s the one that your team relies on every day without thinking twice. 

adoption pyramid

And bonus….businesses that get CRM adoption right don’t just improve efficiency, they see 21-30% more revenue.

But why do so many companies fail at adoption? And how can you be sure yours doesn’t become one of them?  

We’ve got some answers for ya….

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A CRM is only as powerful as the team using it.

Our Fractional RevOps Services 👇

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and Allbound Marketing 👇

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ensure your CRM is set up for adoption, aligning systems, processes, and people to drive real revenue impact.

Why Most CRM Implementations Fail: The CRM Adoption Gap

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Mistake #1: Why CRM User Adoption Fails When It Feels Like “Big Brother”

If you ask a sales rep what they love most about their job, you’ll hear some form of:

  • “Closing deals”
  • “Building relationships”
  • “Making money”

And here’s what you’ll hear exactly 0% of the time:

  • “I love manually entering data into my CRM.”

Because….most CRMs feel like a (micro) management tool, not a sales tool. And that’s why less than 37% of sales reps actually engage in CRM usage.

When a CRM feels like it’s built for oversight rather than productivity, teams WILL find ways to work around it. 

Case in point: 83% of executives say CRM adoption is their biggest challenge.

The Fix: Drive CRM Adoption by Making It a Revenue Engine

If you want a successful CRM implementation, then it needs to help your team sell more and work less.

Here’s how:

Automate Everything to Improve CRM User Adoption

  • Every call, email, and meeting should log automatically.
  • Pipeline updates should be one-click, not ten clicks.
  • Reminders and follow-ups should be AI-powered.

Tie CRM Adoption to Rep Incentives and Commission Tracking

  • If a deal isn’t in the CRM, it doesn’t exist. No CRM, no credit.
  • Accurate forecasting should benefit sales reps, not just managers.
  • It should help reps prioritize deals, track commissions, and speed up closing cycles.

The Best CRM Is the One Sales Reps Actually Like to Use

  • Fast, mobile-friendly, zero friction.
  • Integrated with email, calendars, and sales tools.
  • Your CRM should suggest next steps and identify hot leads.
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Mistake #2: CRM Implementation Breaks Down Without Integration

It would be easier to find Bigfoot than to find a sales rep who has time to manually move data between mail, calendars, quoting tools, marketing automation, and customer support platforms.

That’s what a CRM is supposed to be for; to create a single, unified view of the customer.

But if your CRM doesn't integrate with the rest of your tech stack, then it really isn’t a CRM. It’s just an expensive spreadsheet.

Watch: Why adding AI to your CRM won’t help if your data is still scattered, and how to approach CRM adoption the right way. 👇

And it’s costing you, because without seamless integration:

  • Leads disappear between marketing and sales.
  • Customer interactions get lost.
  • Reps waste hours hunting for information instead of closing deals.

crm data

Unfortunately, this is a common problem as 48% of sales leaders say their CRM doesn’t meet their needs.

Watch: How a true data-clearing CRM setup helps every GTM team work from the same truth instead of battling conflicting dashboards. 👇

The Fix: For Best CRM Adoption, Make It the Center of Your GTM

When your CRM becomes the single source of truth, it eliminates busywork, improves efficiency, and drives real revenue growth.

Here’s how:

Seamless Sync Is Critical for CRM Implementation Success

  • Your CRM should auto-connect with email, calendars, quoting tools, and customer support.
  • Marketing, sales, and CS should see the same real-time data for better project management

Eliminate Manual Tasks to Increase CRM User Adoption

  • Leads from marketing should already be in the CRM.
  • Deal updates should be logged automatically.
  • Customer history should be synced across every touchpoint.

Full-Funnel Visibility = Better CRM Adoption Across Teams

  • Marketing sees what’s driving revenue, not just leads.
  • Sales knows exactly what prospects engaged with.
  • CS has full deal context before onboarding.

PDF 4 Levers of Revenue Growth 1

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Mistake #3: Poor Mobile UX = Poor CRM User Adoption

If your CRM only works well on a desktop, you’ve got problems. In fact, the businesses leveraging mobile CRM platforms are 150% more likely to exceed their sales goals.

That’s because your sales teams aren’t tied to desks. They’re in meetings, on calls, and out closing deals. Basically, if your CRM isn’t built for mobile, it’s not built for them.

If your CRM treats mobile as an afterthought, that means:

  • Entering data is a hassle, so reps just won't bother with it.
  • Reps have to wait until they’re back at their desks to update deals.
  • Follow-ups get missed and opportunities slip away.

Translation: If your CRM isn’t designed for how sales teams actually work, they won’t use it. Period.

The Fix: Boost CRM Adoption With a Mobile-First Implementation

Mobile CRMs act as real-time sales assistants.

Here’s how:

The Best CRM Experience Starts with Full Mobile Functionality

  • Log calls, update deals, and pull up key insights instantly.

Automation Is the Backbone of CRM Implementation and Adoption

  • Updating deals, adding notes, and sending follow-ups should be frictionless.
  • Smart autofill, voice-to-text, and AI suggestions should handle the busywork.

Real-Time Alerts Drive CRM Adoption and Rep Engagement

  • Follow-ups, deal stage changes, and key customer activity should trigger immediate notifications.
  • AI-driven insights should surface hot leads, deal risks, and next steps.

Why HubSpot Is the Best CRM for User Adoption vs. Salesforce

Not all CRMs are built for adoption. (which is bonkers)

Reps are much more likely to adopt a CRM which:

  • Is intuitive
  • Automates business processes
  • Is fast to set up
  • Connects seamlessly

HubSpot checks every box. Salesforce doesn’t.

hubspot vs salesforce

Setup & Usability

HubSpot: Simple, Fast, No IT Team Needed

Salesforce: Complex, Slow, Requires IT

  • Requires admins, developers, and consultants just to set up.
  • Customization takes months, not days.
  • Steep learning curve leads to slower adoption.

HubSpot = quick start. Salesforce = IT headache.

CRM User Adoption advantage = HubSpot.

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HubSpot Migrations

Switching from Salesforce to HubSpot? We handle the migration, clean your data, and set it up for adoption from day one. 👇

hubspot migrations

Sales Reps

HubSpot: Reps Actually Want to Use It

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HubSpot DIY

Want to set up HubSpot yourself the right way? Grab our DIY HubSpot onboarding kit. 👇

hubspot diy

Salesforce: Clunky and Manual

  • Reps spend too much time logging data instead of selling.
  • Many companies need dedicated admins just to manage the system.
  • Hard to use = Low adoption 

HubSpot makes selling easier. Salesforce makes it harder.

Integration & Visibility

HubSpot: Seamlessly Connected

Salesforce: A Mess of Disconnected Tools

  • Requires third-party apps, expensive integrations, and API work just to function.
  • Sales, marketing, and CS don’t have a single view of the customer.
  • Teams waste hours switching between platforms.

If your CRM isn’t fully connected, data gets lost and adoption drops. 

HubSpot works out of the box. Salesforce doesn’t.

Your CRM Implementation Should Drive Adoption, Not Resistance

If your CRM is about as useful as a treadmill doubling as a clothes rack, you're doing it wrong.

The best CRM isn’t the one with the most features, the biggest price tag, or the fanciest AI. It’s the one your team actually adopts.

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HubSpot Onboarding

Adoption starts with implementation. We onboard teams into HubSpot with workflows that actually get used. 👇

hubspot onboarding

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RevPartners is at Your Service

Does your revenue engine need built, fine-tuned, or supercharged?

To learn more about how to continuously improve operational efficiency and identify the gaps in your customer experiences, see what RevPartners can do for you!