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.
I frequently repeat that culture is one of the most common reasons that CRM fails.
A few of the tips offered by members of my Industrial Sales Management Peer Group on reining in sales cowboys include:
- Having someone who has had a success with the system share that with the team. Learn more about getting buy-in on CRM.
- Positioning CRM as a team solution rather than just an outside sales solution. Learn more about the value of team selling.
- Starting slow. I frequently encourage distributors, reps and manufacturers to start slow and then grow, building on successes. Learn more about the value of a phased approach to CRM implementation.
Get more insights on buy-in in the MDM blog: 5 Tips to Get Sales Cowboys On-Board with New Tech.
If you’re interested in joining an Industrial Sales Management Peer Group, learn more here.
Check out our free whitepaper download: 10 Reasons CRM Fails (and How You Can Succeed).