Distribution sales research shows it’s time for transformation

From manufacturers selling direct and customers being more concerned with outcomes versus relationships, distributors must increase margin, revenue predictability and pricing flexibility to compete with the likes of online competitors and the impacts of commoditization.

Benchmarking Tool

How does your organization compare with others in Distribution?

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Open Opportunities:

Digital Go-to-Customer Study

Uncover the industry trends, insights and frameworks on the digital impact on revenue growth, as well as recommendations for increased sales performance and growth in a digital environment.
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Sales Compensation Trends Survey

Get the 2020 facts: sales compensation budgets, pay levels, staffing, quotas and more. Now in its 18th year, leading companies continue to rely on this free survey to help evaluate their sales compensation practices. Learn what others are doing!
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Sales Pulse Survey

Gain insights for 2020 with key cross-industry leadership insights on 2019 actuals and 2020 sales/revenue growth plans and strategies!
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Briefing Offers:

Distributor Sales Strategy Study

Leading distributors weighed in on the four key drivers that are accelerating margin pressure along with what they are doing to uncover new opportunities, integrate omni-channel models, and attract and retain sales talent.
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Manufacturing & Distribution Virtual Roundtable Sessions Briefing

Senior manufacturing and distribution executives joined our exclusive 2019 virtual roundtables in the spring. Discover the insights and best practices they uncovered on the first two topics:

  • The CRO Role
  • Sales Strategies for Manufacturing & Distribution’s New World: Services, Solutions and IoT
  • Sales Compensation
  • Channel Partner Integration

Schedule a Briefing »

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Take advantage of data, benchmarking and insights on the significant factors that are impacting the distribution industry today and how to prepare for the future. JOIN THE RESEARCH PROGRAM