Why is it that IT people struggle with CRM (customer relationship management) systems but excel at ERP (enterprise resource planning) or other operational systems? IT people are analytical by nature, so we prefer to ensure that we can do something before we promise it. But sales people are always trying to push the envelope, to leap toward something they're not sure they can reach. When they say they need help, IT wants time to figure it all out first. IT doesn't match well culturally with sales.