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Every day we encounter problems at work. And subconsciously, we just want a tool to fix the problem, so we don’t have to address it again (and again).

What do you do? Invest in finding a solution? Asking around? Find a referral?

Maybe you saw the latest technology, or something online that can help address this ongoing problem, so you don’t have to constantly keep dealing with it.

In business development, we know that our Customer Relationship Management (CRM) tools get brought up regularly as the problem that we need to consistently address.

Your CRM isn’t the problem.

The real problem? The lack of consistent, disciplined behavior behind the keyboard.

Everyone wants a magic tool to fix pipeline leaks, where there are gaps in current accounts, etc.

But you don’t have a technology gap. You have an accountability gap.

Was this newsletter forwarded to you?

This is a sharp callout on over-tech reliance and under-leadership in sales processes. Just because you spend money on a new CRM, you think that it will solve all your issues. And then comes the next bright idea:

“Let’s upgrade our CRM.”

Here’s the truth: upgrading your CRM without enforcing behavior is like buying a treadmill and never using it.

Consistent discipline matters.

And if you’re serious about growth, stop chasing new platforms and start building the culture that makes them work. Again and again.

Let’s dance.

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Let’s cut through the noise: tools don’t close deals. People do. Companies spend a significant amount of money on tools, training every year for their teams, yet the tool can be completely underutilized.

Why? Because discipline isn’t a feature you can toggle on. It’s a muscle you build.

I’ve written on CRMs over the past year, you can check them out here:

Stop Blaming Price - Unveiling the Truth Behind Lost Sales

Stop Reporting the News

3-Step Approach to Reaching Out to Past Customers Today

You’re not struggling with your CRM’s capabilities. You’re struggling with accountability.

Not every CRM is set up the same. Some take time to get used to.

Discipline isn’t glamorous. It doesn’t come in any type of software update or a viral LinkedIn post. It is fueled by an individual (aka…you), and you need to show it.

But here’s what it does: It turns potential into performance.

CRM updates need to happen, other priorities in your work jump in, life gets in the way, the list goes on. Holding time on the calendar, whether it’s first thing in the week, when you wrap up at the end of the week, or whatever works best for you. Effective time management is critical to have consistent discipline around your CRM.

It’s not fun. But it’s part of your job (and you get paid for it), part of growing your business, part of being held accountable for what you do.

Stop throwing money at the problem.

Start throwing effort.

Start emphasizing effort.

There are ways you can currently look at your CRM and look at how effective are mine (and my team’s) current effortsare on what data is in the tool?

Think about the current CRM usage. How many reps log activities in real-time? How many deals slip through because of incomplete data? How many “urgent” CRM upgrades were just Band-Aids for poor habits? The answer isn’t another platform—it’s a daily practice of showing up. Were the CRM updates a result of a conversation you had with a sales manager?

Train your team to treat your CRM like a non-negotiable. Not a suggestion. Not a “when I have time” task. Make it as routine as morning coffee. Hold weekly check-ins where you review CRM hygiene:

Here’s a quick and easy on areas to look at (for yourself and your team):

If the answer is “no,” you don’t need a new tool. You need to enforce the basics.

Ask this of your team as well. A newer tool isn’t going to change anything unless the discipline changes.

AI can add additional context to many areas throughout your CRM. But it won’t do everything for you, you still need to do the work and build your pipeline, but your relationships with your accounts.

Your executive team doesn’t care about your CRM’s AI features. They care if you deliver. Teams that execute flawlessly with basic tools outshine those with shiny toys every time.

I don’t need to have the latest and greatest toys. I’ll be ruthlessly disciplined and execute on what I need to do.

Discipline isn’t just about compliance. It’s about clarity.

When your team uses your CRM religiously, three things happen:

From new tools, recent trends, and market updates, here is what has been on my mind.

You don’t need another upgrade. You need a team that treats your CRM like scripture.

Tools come and go. Discipline compounds. It’s the difference between hoping for growth and engineering it. Between chaotic pipelines and predictable revenue. Between being a vendor and being a partner.

The next time someone says, “Our CRM is holding us back,” ask: Are we holding ourselves accountable?

Maybe you can’t do it at scale, but it sure is quality over quantity.

See you next week.