{"id":3318,"date":"2022-10-19T11:27:25","date_gmt":"2022-10-19T15:27:25","guid":{"rendered":"https:\/\/distributionstrategy.com\/?post_type=report&amp;p=3318"},"modified":"2022-10-19T11:27:25","modified_gmt":"2022-10-19T15:27:25","slug":"the-state-of-crm-in-distribution-making-the-software-work-for-you","status":"publish","type":"report","link":"https:\/\/distributionstrategy.com\/report\/the-state-of-crm-in-distribution-making-the-software-work-for-you\/","title":{"rendered":"The State of CRM in Distribution: Making the Software Work for You"},"content":{"rendered":"<p><span style=\"font-family: 'Arial',sans-serif;\">Mike Marks of Indian River Consulting Group partnered with Distribution Strategy Group to survey distribution decision-makers to understand their experiences with CRM \u2013 good and bad. We asked them questions about how they choose, integrate, drive adoption of and use CRM systems.\u00a0\u00a0<\/span><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; font-variant-ligatures: normal; font-variant-caps: normal; orphans: 2; text-align: start; widows: 2; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial; word-spacing: 0px;\"><span style=\"overflow-wrap: break-word; word-break: break-word;\"><span style=\"font-family: 'Arial',sans-serif;\">In this free report, Mike shares the results and defines the real-world state of play today in how CRM tools work. This report provides a framework around the five core processes in any CRM that will provide participants with the insight to select, deploy and recognize the implementation pitfalls that can trap a distributor into pilot purgatory.\u00a0\u00a0\u00a0<\/span><\/span><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; font-variant-ligatures: normal; font-variant-caps: normal; orphans: 2; text-align: start; widows: 2; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial; word-spacing: 0px;\"><span style=\"overflow-wrap: break-word; word-break: break-word;\"><span style=\"font-family: 'Arial',sans-serif;\">The guiding principle driving the framework is that CRMs exist to provide data to the sales representative so they can make better decisions on where to spend their time and what to do. In a fully deployed CRM, 80% of the information should come\u00a0<strong style=\"overflow-wrap: break-word; word-break: break-word;\">TO<\/strong>\u00a0the sales rep and only 20% comes\u00a0<strong style=\"overflow-wrap: break-word; word-break: break-word;\">FROM<\/strong>\u00a0the sales rep.\u00a0<\/span><\/span><\/p>\n<p style=\"overflow-wrap: break-word; word-break: break-word; font-variant-ligatures: normal; font-variant-caps: normal; orphans: 2; text-align: start; widows: 2; -webkit-text-stroke-width: 0px; text-decoration-thickness: initial; text-decoration-style: initial; text-decoration-color: initial; word-spacing: 0px;\"><span style=\"overflow-wrap: break-word; word-break: break-word;\"><span style=\"font-family: 'Arial',sans-serif;\">Use the framework to assess your own adoption position and identify the key actions to move ahead.<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Mike Marks of Indian River Consulting Group partnered with Distribution Strategy Group to survey distribution decision-makers to understand their experiences with CRM \u2013 good and bad. We asked them questions [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":3319,"template":"","report_category":[64],"coauthors":[],"class_list":["post-3318","report","type-report","status-publish","has-post-thumbnail","hentry","report_category-distribution-technology"],"related_event_id":3068,"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The State of CRM in Distribution: Making the Software Work for You - Distribution Strategy Group<\/title>\n<meta name=\"description\" content=\"In this free report, Mike Marks shares the results of our CRM survey and defines the real-world state of play today in how CRM tools work.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/distributionstrategy.com\/report\/the-state-of-crm-in-distribution-making-the-software-work-for-you\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The State of CRM in Distribution: Making the Software Work for You - 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