Because the exchange is bad for them. A rep enters call notes, updates a stage, and fills required fields, and receives nothing in return that helps their own week. When a CRM is configured primarily to produce a management dashboard, the salesperson becomes the data-entry mechanism for someone else’s report, and skipping it is the rational choice. Adoption changes when the system returns something on day one: the account history a rep needs before a call, and a reminder that prevents a dropped follow-up.