CRM Implementation

As discussed on this blog, it’s important to start slow and grow (see #5 in this blog post), and ease your company and team into CRM. That means picking just a few priorities at most to focus on at each phase of your implementation. When you feel like your team has embraced the functionality in Phase 1, move to the next phase and so on.

Many industrial distributors, reps and manufacturers 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.

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.

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.

This is Part 1 of a two-part series of blogs on the most common reasons CRM does not deliver the ROI industrial distributors, reps and manufacturers are looking for.

Customer Relationship Management, or CRM, is a system for sharing and leveraging your team’s data and knowledge. It’s about process, and technology helps to automate that. But as is frequently reported, many companies find they don’t get what they want out of a CRM system. I’ve seen this in my one-to-one work with industrial distributors, reps and manufacturers, and I have heard this from many of the professionals I’ve spoken with at industry events.