A distributor in the chemical, foodservice, lubricant and industrial space wanted to drive profitable growth by enabling their salesforce to make data-driven decisions. … Read More
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
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
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
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
To get the most out of their sales training programs, distributors need to move away from a blanket approach toward a customized, individualized method that accounts for varying levels of experience and skill. … Read More
Customer stratification is not just for sales. When used strategically, it can help you build a strong foundation for growth and provide organization-wide benefits. … Read More
Customer data can provide significant value for distributors, particularly when emerging from a year like 2020. … Read More
Demand continues to be volatile, and the needs of both customers and suppliers are difficult to ascertain from one day to another. … Read More
Help your sales teams get beyond simply managing their new constraints to becoming confident and successful remote sellers during social distancing. … Read More
