We’ve been looking at how sales teams actually use their CRM day to day, and one thing I keep noticing is that the problem isn’t always lack of automation.

Sometimes there are too many workflows, reminders and sequences running at once, and reps eventually stop paying attention to them.

For people managing active sales pipelines:

Where do you draw the line between useful automation and automation that just creates more noise?

Especially curious about follow-ups — do you prefer the CRM to automatically handle most of them, or should reps still decide when and how each lead gets contacted?