TL:DR Sales dashboards reveal what happened, but they rarely change behavior on their own. Distributors can improve execution by turning ERP data into timely, specific cues that tell each rep which customer to contact, why, and what opportunity to discuss—aligning daily sales actions with strategic growth, retention, and inventory priorities. Lessons From a Sales … [Read more...] about Changing Sales Team Behavior with Targeted Guidance
sales management
Hope Is Not a Sales Strategy (But Most Teams Are Running on It)
While we all know that hope is (or should not be) a sales strategy, most industrial supply sales teams, whether they are distributors, manufacturer reps, or manufacturer direct salespeople, are running on it. Yes, there are planning processes and yes everyone sets goals based upon bottom-up input (until the field's number doesn't match management's expectations (or their … [Read more...] about Hope Is Not a Sales Strategy (But Most Teams Are Running on It)
