So you are not happy with the pace with which your Sales team is adopting your shiny new CRM system. Are they indeed slow in their adoption? Or, should you adjust your expectations?

A study conducted by Philippa Lally found that the average time to pick up a new habit is 66 days. Simple habits required less time, more difficult tasks could take a lot longer. Overall it took anywhere from 18 days to 254 days for people to form a new habit.

Changing your working habit to include CRM is not a simple task. Let’s assume that depending on the Account Manager at hand it’s between average and hard. That would put their time to adopt between 3 and 12 months (based on working days).

Does this shine a more positive light on your adoption pace?