Distribution sales forces have been evolving their sales model and processes to address shifting buyer preferences, improve productivity, embrace specialization, and anticipate future changes in the market. SPARXiQ and the National Association of Wholesaler-Distributors (NAW) collaborated to develop this white paper and share data points that illustrate the need for sales transformation in wholesale distribution.

In this white paper, you’ll learn these key steps of the sales transformation journey:

• Develop a customer journey map by researching your buyers and creating buyer personas. 
• Engineer the right-fit sales process based on how your buyer’s purchase journey.
• Focus on the structure of your sales organization and match the talent with the right roles.