Add recruiting to the list of processes that distributors should consider overhauling to successfully compete and engage the increasing numbers of Gen Z prospects perusing social media to find the ideal workplace.
As we enter the season for retrospection and planning for the coming year, there were two sessions at the recent Power Transmission Distributors Association’s Industry Summit that hit on both of these activities in simple terms that, when acted upon, can put distributors in a stronger position heading into 2020.
Most distributors don’t view their inside sales team as a proactive sales force. It’s relatively rare for inside sales reps to make outbound calls to generate more business or to employ active selling techniques. In fact, in a survey, nearly two-thirds of distributor respondents told Real Results Marketing their inside sales force spends less than 25% of their time proactively selling.