Experienced distributors know that customer relationship management (CRM) has become a standard practice.
CRM has become an essential tool for managing a high-performing distribution sales organization. CRM will help you to improve cross-functional collaboration within your organization so you can achieve data-driven and results-focused partnerships with your suppliers. CRM is not a panacea, but when executed by committed leaders with a strategy and vision, CRM has become an integral business tool for distributors.
By following the sage advice offered by CRM-experienced wholesaler-distributors in Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors, you will avoid common mistakes, overcome predictable challenges, minimize frustration and disruption, and achieve more targeted benefits and faster business results. This book provides a soup-to-nuts planning framework, best practices from leading distributors and ready-to-implement management tools for engaging your leaders and salespeople.
CRM can help distributors because CRM fills a void. Automation tools are common in all other aspects of running a distributor’s business, but they are sorely lacking in the sales organization. When aligned with an effective strategy and deployed with thorough planning, CRM will deliver data-driven business results. Increasingly, CRM is becoming necessary to stay competitive and improve profits. In the long run, CRM will be instrumental for distributors to survive and thrive in today’s economic environment.
This book will help you get to the next level of continual improvement, business performance, and customer satisfaction. It will show you how to improve productivity and maintain your leadership position in the value chain.
After you read Getting the Most Out of CRM, you’ll
understand the current use of CRM by wholesaler-distributors
identify the benefits that are most important for your business
learn how CRM helps salespeople, sales managers and sales leaders achieve better results
be able to turn your transactional salespeople into growth-oriented opportunity managers
manage your sales organization like you run the rest of your business—with metrics and a disciplined process
pick the right CRM vendor and then implement effectively
drive CRM adoption, overcome barriers and optimize results.