Culture

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.

It probably comes as no surprise that one of the top reasons that CRM sometimes does not gain traction for industrial distributors, reps and manufacturers is culture.