Customer expectations are shifting and distributors are rethinking the qualities that make for a strong salesperson.
The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
This article is a part of MDM's 2014 Distribution Trends Report. The article reviews industrial distributor and integrated supplier Engman-Taylor, which trademarked its Cost Circles program, reducing costs for customers in manufacturing, price and administration.
The annual report was researched and written by MDM editors based on interviews with dozens of wholesaler-distributors, as well as industry experts and manufacturers. MDM also conducted a survey of its readers to uncover the trends outlined in this report.
The full report is available to download in PDF format to MDM Premium subscribers. Subscribe below for full access. Or log-in if you are already a subscriber.
Trends outlined in the 2014 report include:
The report also includes the following case studies and interviews:
With all the data available today, there’s no excuse to keep incentivizing mediocre results.
Ratios and sales levels should be just part of the equation in determining the size of your sales force.
It’s difficult for a sales team to achieve its objectives if those objectives aren’t clear or if the right tools aren’t available.
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