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Change Management

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How to Predict (and Prepare for) Sales Team Turnover

Brian Gardner No Comments

The July-August 2017 issue of Harvard Business Review reported on a new study aimed at predicting which salespeople are most likely to quit.

3 Ways Culture Can Make – or Break – a CRM Implementation

Brian Gardner No Comments

The No. 1 reason I see that companies aren’t getting ROI from CRM is culture. This isn’t surprising: Many have 10, 20 or 30 years of culture under their belts, and bringing CRM in is a big change. They’ve been successful without CRM, so why should they change?

It will take time, but you can clear the culture barrier.

Not Getting What You Want From CRM? Recommit to Training

Brian Gardner No Comments

Training is important when you’re first embarking on a CRM journey. But if you’ve had CRM in place for several years and you’re still not seeing the results you want, it’s not too late to train.

How to Access ROI from CRM Webinar On-Demand

Brian Gardner No Comments

If you missed the recent SalesProcess360 webinar, ROI from CRM: 3 Takeaways in 30 Minutes, access the on-demand video here.

How to Get ‘Sales Cowboys’ to Buy-In to CRM

Brian Gardner No Comments

It is always difficult to get everyone on-board with new technology. CRM is no exception. In fact, distributors, reps and manufacturers often face a challenge in getting “sales cowboys” to embrace CRM. Some worry that Big Brother wants to look over their shoulders. Some just resist a change to their regular routines.

Take Your Time: The Value of a Phased Approach to CRM

Brian Gardner No Comments

One of the most common reasons that CRM fails for industrial sales organizations is because they try to do too much, too quickly.

I encourage you to start slow and grow. Don’t try to do everything at once.

Want Buy-In on CRM? Ask Your Team for Feedback

Brian Gardner No Comments

I’m a big believer in training not only on the How but also on the Why of sales process and CRM.

What Are Your Company’s Top Obstacles to CRM Success?

Brian Gardner No Comments

On this blog, we’ve covered 10 of the most common reasons that CRM fails – or isn’t as successful as it could be. Those include a murky management vision, not getting your top guns involved, trying to do too much too soon rather than easing into the new system, and not understanding the Total Cost of Ownership, including training requirements, from the start. (Read more about common reasons CRM fails.)

But every company has its own Achilles heel.

The Role of Your Sales Top Guns in CRM Implementations

Brian Gardner No Comments

In the past few blog posts on SalesProcess360, we’ve addressed the sometimes difficult transition companies have to make when they decide to move forward on a CRM project.

In this post, we talk about the importance of getting what I call your “top guns” involved in CRM implementations.

Why CRM Initiatives Fall Short (Part 2)

Brian Gardner No Comments

This is Part 2 of a two-part series of blogs on the most c­ommon reasons that CRM does not deliver the ROI industrial distributors and manufacturers expect. Read Part 1 here.

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