ActVantage for Industrial Distribution: Retool & Retrain: Does Your Sales Team Have a Data-Driven Growth Playbook?
You may provide your sales team with growth playbooks – but are those playbooks informed and driven by customer data? … Read More
ActVantage for NAW: Data-Driven Selling: 3 Common Mistakes (and How to Stay on Track)
Many distributors fail to give the effort required to fully integrate data and analytics into existing sales workflows. As a result, adoption suffers and companies struggle to get the initiative off the ground. … Read More
ActVantage for NAW: When Lean Meets Sales Management: 5 Tactics that Boost Value-Based Selling
According to Lean principles, customer-value-add (CVA) activities should receive greater attention than business-value-add (BVA) and non-value-add (NVA) activities. … Read More
Actvantage for Industrial Distribution: How 8 Distributors Rapidly Boosted Sales and Profit Over the Past 16 Months
At ActVantage, we had the opportunity to work with distributors through the past year and a half to improve processes and achieve sustainable growth. … Read More
Actvantage for NAW: 3 Analytics Oversights that Stunt Growth for Distributors
Which blind spots are most common when it comes to analytics? … Read More
Actvantage for MDM: 4 Foundational Analytics to Become a Data-Driven Distributor
Data analytics is essential to profitable growth for distributors as the industry becomes more digitally focused. … Read More
Actvantage for Industrial Distribution: Bringing Science to Your Art-Heavy Sales Management Methods
Distributors pull in a vast amount of data from all areas of their operations. One area where that data can be most valuable is sales. … Read More
Actvantage for NAW: Four Steps to Effectively Manage Your Sales Organization
The road to understanding your sales force isn’t as simple as conducting a skills assessment, however. It’s important to follow a strategic framework that will help you optimize your sales force management. … Read More
Actvantage for MDM: 7 Critical Factors in Calculating Cost-to-Serve in Distribution
If you’re a distributor pursuing growth and pricing optimization in this climate, knowing your CTS and considering with every step will ensure you’re not wasting resources and losing money with your efforts. … Read More
ActVantage for NAW: Assess, Compete, Transform: The Peak Performance Cycle
Even before COVID-19, distributors often found themselves underperforming amid breakdowns in what we call the “peak performance cycle,” which consists of: Assess, Compete and Transform (ACT). … Read More
