Distributors have seen a variety of disruptors to the traditional sales model. Changes in buyer preferences, increasing competition, and eCommerce have continued to put pressure on the way sales has typically operated in distribution.
These significant shifts have prompted many companies to restructure and rethink much about their sales model. Below you will find a wide range of articles, guides, and other resources you can use to support your journey to the high-performing sales force your company needs in the years ahead.
At the root of driving change, it’s critical that you build a sales model that fits your ideal market and best supports your customers.
Put the right salespeople with the right skill sets in the right roles to optimally drive growth in your target markets.
Provide the tech, tools, and skill sets that your sales team needs to maximize customer retention and organic growth.
Helpful resources for reevaluating your sales force structure.
New modes of buyer-seller engagement have emerged and the traditional distribution sales roles are transforming to serve the modern buyer.
The field sales rep is as American as baseball. But the traditional role of the B2B field sales rep was on a steady decline even before the pandemic, as we have lost roughly 25% of the B2B field sales jobs since 2015.
Companies with rising sales, or who see the potential for revenue growth, logically seek to increase the size of their sales force. But doing this isn’t as simple as hiring the right talent.
When B2B sales is broken into these steps, the complex process becomes much more manageable
Our latest B2B Pulse research shows how the shift to omnichannel has permanently changed sales and suggests what companies can do to adjust.
Become a strategic market maker by repositioning your business towards more profitable opportunities of blue oceans versus red oceans.
Helpful resources for attracting, hiring, and maximizing your sales talent.
This field guide provides a five-step playbook to help you hire the most effective candidates for your sales team.
This field guide will help you develop a sales talent strategy to continuously improve, or even transform, your sales team.
Choosing the right sales candidate accelerates near-term results and enables long-term stability. In this eBook, we explore how to select top performers for your sales team.
Strategically align hiring, training, coaching, and management to maximize the impacts of each. Build a high-performing sales team today.
The number one thing I hear from C-Suite leaders about their Sales organization: they want their sales team to be better at selling solutions, and to from a transactional approach to a consultative approach…
Maximize the potential of your front-line sales managers by removing the daily barriers that limit their effectiveness. Invest in sales training for FLSMs.
Helpful resources to enable your sale force with training and knowledge to connect better with buyers.
Product expertise doesn’t add enough value for today’s buyers. Consider shifting focus to core sales skills training that leads to a value-adding sales team.
To quickly and effectively respond to disruption, focus on both dynamic buyer and seller enablement as well as building new critical skills.
Include your veteran sales reps and front-line sales managers in sales training initiatives that become a part of everyday sales activities.
Download this eBook to learn how to build an effective measurement system for the success of your sales training using proven models.
Modern sellers can predictably accelerate organic revenue growth through strategic account management and with prescriptive sales analytics.
B2B selling was already in flux when Covid-19 hit and dramatically accelerated changes around purchase decisions. Forrester’s 2021 B2B Buying Study revealed the buying behaviors that shifted over the past year and a half…