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Alex,

I liked your article and I already ready the article about internet vs floor sales staff.... And that is what I'm running up against.....

The floor sales folks are not digging the whole "let's use the CRM more"  (most of them keep paper notes???)  The GM finally told them "if it's not in CM it didn't happen"    So they are at least putting notes in there...

But it's really like pulling teeth working with them...it's like they feel we are their "competition."  But we're not.

It's quite frustrating.  We have to track all of our numbers, of course, because we can't count on them to put the appropriate info into CM but then when we approach them and ask them about let's say "john smith" their response is defensive and it's always "he wasn't an internet lead!"

Any tips on dealing with these sales guys who think we're their competition?  I can't tell you how many times myself and my counter-part has tried to let them know that we are on the same team!  And that an internet appointment takes ZERO dollars out of their pockets! 

I think our toughest nut to crack is kinda of getting it this month tho....I think 80 to 90% of his sales came from us this month and he came up to us and said "you know, this internet stuff is really working good."   lol   Go figure!

Thanks!