This post is a part of our LinkedIn short series, where our CEO shares key learnings on all things RevOps. You can follow him here and can find the original post here.

One of the paradoxes of sales tech adoption is that these tools make their ROI business case on ‘we give your reps back X hours’ >> which leads to more time selling >> which leads to higher quota/commissions.

If that’s true, then why is rep adoption such a challenge?

Because the fact is that your reps were never ‘logging those activities’ or ‘updating the CRM’ in the first place.

Your tool is ‘making it easier’ to do something they were never doing.

Which means it’s not much of a carrot.

Just a softer stick.

And the ‘time savings’ aren’t real.

If there is an opportunity to make their lives easier, your reps will jump on it.

So my suggestion to RevOps leaders is — use adoption levels as a guide to understanding, don’t always view it as a problem to be solved.