The 2020 Mid-Year Economic Update_long

Tip: Include Sales Team in Pricing Conversation

Provide accurate information and solid training to foster success.

Neglecting to include the sales team in pricing conversations can make implementation of strategic pricing initiatives difficult, says Brent Grover in Strategic Pricing & Your Sales Team.

"Nothing happens until somebody sells something," Grover says. "So we cannot get anything done in terms of a management initiative without getting the unqualified support of the salespeople."

One of the first steps in bringing salespeople into the pricing conversation is providing the necessary coaching and training to the sales team, according to Grover. Having accurate, accessible information and solid training on how to use that information will allow salespeople to have more productive conversations with customers.

Salespeople who lack consistent pricing information are limited in their ability to negotiate, giving the customer the upper hand. However, if the salesperson has a structure to consult that shows what similar customers are paying for the product in question, the power will shift back to the salesperson. 

Read more about including salespeople in the pricing conversation in Strategic Pricing & Your Sales Team.

Register now for the MDM Webcast How to Help Your Sales Team Execute Price Changes Successfully, Thurs., Feb. 26 at 1 p.m. ET.

About the Author
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

By subscribing, you are agreeing to MDM’s Privacy Policy.


articles left

This is your last free article

Subscribe to MDM Premium today and get:

  • Unlimited access to
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.