The role of the wholesale distributor is rapidly changing.
You need more than logistical and operational excellence to deliver the value your suppliers and end customers demand.
New technologies, changing buyer preferences and evolving supplier growth strategies are forcing distributors to demonstrate value in new ways. Sales models that focus on price and delivery face obsolescence. You need to find ways for your organization to combine operational expertise with true sales skills to maintain and grow your place in the value chain. As your revenue growth strategies change, your go-to-customer model must evolve in the following ways:
- Segment into two populations: suppliers (to determine potential competition) and customers (to prioritize sales coverage)
- Craft value propositions for end customers, determine the optimal combination of routes to customer and create jobs that align with your strategies
- Create the training programs, tools and rewards necessary to attract and retain sellers
With deep cross-industry functional expertise, the distribution industry experts at Alexander Group can help you determine what steps you should take to improve your sales organization and generate sustainable revenue growth. Contact us today.
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A distributor needed to ensure sales compensation focused on driving business growth
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A sales transformation roadmap was developed to align with the client’s new sales philosophy
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Distributor calls for sales compensation program design to manage base salary and overtime payout inflation