Sales Force Direction

customers want to know that whatever they are paying for is money well spent, and that the person they are talking with is knowledgeable and proactive.

Today, a distributor's sales force must move past negotiations based strictly on price, discount, and volume.  While cost is certainly a fundamental consideration, customers want to know that whatever they are paying for is money well spent, and that the person they are talking with is knowledgeable and proactive.

This capability depends on a integrated, informed sales approach that utilizes the most, current, most complete data, which in turn relies heavily on information technology and analytics to guide and enrich the sales process.  Companies that fail to address these issues and do not enhance their IT resources will e at a disadvantage when it comes to attracting and retaining highly skilled performers and keeping pace with the capabilities of their customers and suppliers.

ACTION POINT: Inform your sales force with the most current and complete data to deliver value to your customers.