Too often, distributors get to the edge of the diving board with analytics development and suddenly realize they can’t jump. Here's why.
Companies must adapt by leveraging vision, understanding, clarity and agility to navigate the emerging business landscape and develop resilience against volatility.
As distributors compete in an increasingly complex environment with non-traditional distributors amidst accelerating growth of digital channels and supply chain disruptions, using data (analytics and insights) to generate, manage and sustain profitable growth is becoming a key trait of resilient distributors.
In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
A granular approach to forecast adjustment during a period of revenue decline can help distributors better understand demand shift and adjust for variability.
Four critical actions to take for an effective transition of sales teams to this new environment include reassurances about compensation, addressing performance gaps, elevating customer conversations and training on new customer interactions.