Many distributors are redefining sales processes to put sellers at customer sites for only the most important interactions. For inside roles, consultant Andrew Horvath asks, should sales leaders deploy inside roles in a centralized or decentralized manner?
Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath.
Appropriately segmenting customers and aligning sales and marketing service levels help to maximize growth and manage overall cost to serve.
Under-investing in customer-facing resources and tools can erode a distributors value, says management consultant Andrew Horvath. However, he cautions that being all things to all customers is often an expensive and inefficient approach. Successful distributors differentiate commercial service levels (CSLs) based on customer need and value, Horvath says.
Understanding the key issues behind a suppliers choice to go direct to customers.
Only if distributors try to beat Amazon at its own game.
How distributors can maximize sales, marketing and service initiatives.
Value propositions that cannot be backed up with evidence will not lead to differentiation.
Three key changes that are forcing distributors to reexamine sales coverage models