Recent surveys have reported that over 75 percent of all CRM deployments are focused on the sales force. This is not surprising as CRM has traditionally been a sales-focused application. I would fully expect SCRM to increase this percentage. Salespeople will tend to focus on one issue only: how will the use of a Social CRM make them more money and more effective at what they do best, which should be to sell? A good SCRM will enable them to exceed these goals.
In addition to basic account and contact information such as name, address, phone, and so on, common fields applicable to sales would include those relating to account type. You will likely wish to identify whether this is an existing customer, a suspect, or a prospect. You might also go as far as marking each account based on their level of importance using the "A, B, C" system, which we first touched upon in Chapter 1, Exploring the Key Benefits of Social CRM for Your Small Business.