The people who buy it don't have to use it; that has got to be a factor.
I remember one company, the CEO was trying to prepare it to be bought by a large company - one bullet item - "enterprise contact management and sales tracking software needs to be in place" . So SalesLogix was bought, 15 people were trained on it - one week later no one was using it.
The top salesman was using his (original version, this was late 90s) PalmPilot and his Windows laptop instead.
The sales engineer that had been with the company the longest and was employee #5, had 3 big accounts to keep happy and maybe 2 people to talk to at each account, for a total of 6.
I remember one company, the CEO was trying to prepare it to be bought by a large company - one bullet item - "enterprise contact management and sales tracking software needs to be in place" . So SalesLogix was bought, 15 people were trained on it - one week later no one was using it.
The top salesman was using his (original version, this was late 90s) PalmPilot and his Windows laptop instead.
The sales engineer that had been with the company the longest and was employee #5, had 3 big accounts to keep happy and maybe 2 people to talk to at each account, for a total of 6.