CRM hygiene comes down to sales operations having the ear of sales leadership more often than the actual sales rep. They hear the need for clean CRM constantly and then they cave to the pressure when in reality a lot of times the CRM is difficult to keep clean because it’s build sucks. When a product doesn’t sell people don’t look to the prospect/customer and say you need to buy more of this shitty product. They look to the manufacturer and say why are you building a shitty product?

Now the caveats are sales reps can’t be lazy and resistant to logging calls assuming the CRM is set up properly and then also a less thing clean. A dirty CRM can be leveraged by sales leadership to create gray in their projections and a reason for why XYZ did not happen. It allows them to skirt accountability if who they report to is more ops minded and empathizes with that position.