Why Your Team Hates Salesforce (And How To Fix It)

Read Time: 4 Minutes

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You’ve heard the complaint before.

“Salesforce slows us down.”

Sales hates it.
Marketing avoids it.
Support updates it late.
Finance doesn’t trust it.

You bought Salesforce to make your company more efficient.

Instead, you’re forcing your teams to use it.

And now it feels like you’re managing a compliance project, not a growth tool.

For tech companies around $3M ARR+, this is incredibly common.

And it usually comes down to one simple mistake.

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Your Problem

Your teams don’t hate Salesforce.

They just hate how it’s set up.

From their perspective, Salesforce feels like:

• Too many screens
• Too many required fields
• Too much clicking
• Too much admin work
• Too little value

A sales rep can close a deal through texts, calls, and email.

Then they log into Salesforce…
And you’re asking them to manually enter:

• Company details
• Notes from every call
• Champion and decision-maker
• Revenue numbers
• Website
• Industry
• Territory
• And 10 more custom fields

To them, it feels like homework.

So they avoid it.

If a tool helps someone close more deals, they will use it every. single. time.

If Salesforce isn’t being used, it’s not helping them win.

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Why This Becomes Your Problem

If you’re in Operations (RevOps, Sales Ops, Marketing Ops, etc.)  this lands on your desk.

Because when reps don’t use Salesforce:

• Data becomes incomplete
• Reports become unreliable
• Forecasts stop matching reality
• Leadership starts questioning the numbers

Now the conversation shifts from:

“How do we grow?”
To
“Why are these numbers wrong?”

And guess who owns that?

You.

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What Happens If You Don’t Fix It

Salesforce slowly dies.

Reps stop updating opportunities.
Marketing builds their own tracking spreadsheets.
Support keeps notes somewhere else.

Now you have multiple versions of truth.

Meetings turn into debates.

Forecasts become guesses.

Leadership stops trusting the system.

And when leadership stops trusting the system, they stop trusting the owner of the system.

Replacing Salesforce won’t fix it.

HubSpot won’t fix it.

Excel definitely won’t fix it.

Because the problem isn’t the CRM.

It’s the strategy behind how it’s built.

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Your Simple Fix

There’s one question that changes everything:

What helps this person move faster?

Instead of building Salesforce for reporting…

Build it for execution.

Remove fields that don’t drive action.
Simplify page layouts around daily workflows.
Automate repetitive admin work.
Make the next best action obvious.

If Salesforce helps someone close deals faster, prevent churn, or prove marketing impact…

They’ll use it.

And when they use it:

• Data gets clean
• Reports become trusted
• Forecasts become accurate
• Leadership moves faster

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A Practical Example: Sales

Let’s say you redesign the Opportunity process.

Instead of random required fields, you define clear deal stages.

At each stage, you add guidance inside Salesforce:

Stage 1 – Discovery
Collect company size, industry, revenue range.

Stage 2 – Qualification
Identify champion, decision-maker, pricing alignment.

Stage 3 – Proposal
Confirm billing contact, contract length, terms.

Now Salesforce isn’t a data warehouse.

It’s a playbook.

The rep knows exactly what to collect and when.

They close faster.

Legal and finance move quicker.

Sales cycles shrink.

That’s how Salesforce should feel.

Now apply that same thinking to:

• Marketing attribution
• Support case management
• Leadership dashboards

Every team should feel like Salesforce helps them move to their end goal.

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The Bottom Line

Salesforce isn’t supposed to be a reporting graveyard.

It’s supposed to be the operating system of your revenue engine.

If your team hates it, don’t rip it out.

Redesign it around the user.

When Salesforce helps people win, they won’t need to be forced to use it.

They’ll want to.

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