Developing and Training Talent

Product knowledge will continue to be a potential point of true differentiation.

Employees also need to become comfortable with complexity and ambiguity--a sign of the times and a challenge for practically every industry.  Finally, as services become more embedded in wholesaler-distributors' businesses, employees must understand the elements and benefits of a more integrated, consultative sales approach rather than than strict price/discount/volume negotiation. 

Product knowledge will continue to be a potential point of true differentiation.  In addition to employees, suppliers should be fully engaged in sharing and conveying product details to deliver the necessary information and insights, and better serve customers and end users. 

ACTION POINT: Always promote a "consultative" sales approach.