Change Management

Why Is CRM Adoption So Difficult? First Answer: “Who Is Your CEO for CRM?”

Roger Van Nuis No Comments

Have you invested plenty but still struggle to get adoption and ROI on your CRM?

You don’t have to settle for an underperforming CRM. Use this guide to Identify the issues, detail a path forward and reconstitute your project with a CEO for CRM.

Get ‘Sales Cowboys’ to Buy-In to CRM

Brian Gardner No Comments

It’s 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.

CRM is a Revenue Generator – Not a Cost

Brian Gardner No Comments

Many companies, including industrial manufacturers, distributors and representatives tend to view any kind of technology investment as a cost. Part of that stems from the need to budget the investment, which is typically done under the eye of the CFO.

Man with box cleaning out desk

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.

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SalesProcess360 Videos featuring Brian Gardner

Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.