You may provide your sales team with growth playbooks – but are those playbooks informed and driven by customer data? If not, you’re one of many distributors with high potential to do more and see greater results with customer data. When you let customer data lead your strategy, you’ll be able to adjust more readily to trends and changing customer expectations.
Customer data can help answer salespeople’s top daily concerns: Which accounts to call and what to pitch.
If you’re thinking your CRM software should do the trick, you’re selling your potential short. Surveys show most companies aren’t satisfied with their CRM, and many salespeople find their CRM reports too generic and limited.
In an article for Industrial Distribution, Senthil Gunasekaran outlines a two-step roadmap to leverage customer data and make it actionable for your sales team.
At ActVantage, we know growth playbooks. Learn more about driving profitable growth.