Traditionally, manufacturing sales teams drove sales success with relationship development and feature-benefit product knowledge. Today, manufacturers are rapidly advancing towards more consultative, collaborative selling models.
HOW PRODUCTIVE IS YOUR SALES FORCE?
Now is the time for MFG sales leaders to review their sales comp programs and consider potential adjustments.
Highlights from Alexander Group’s COVID-19 Impact on Sellers’ Pay 3-Day Update Survey.
What Manufacturing Leaders Are Doing Now and Planning for the Future
Sales Compensation: COVID-19—Save the Sales Force
Manufacturing: Leadership Mandates During Crisis and Preparing for the After
Distributors: Differentiate Service Levels & Grow Margin – Part 2
COVID-19: Adjustments to Sales Quotas
Revenue Leadership Actions for Disruptive Times
Commercial Teams’ Response to COVID-19
Digital Trailblazers–Forging a Path to Competitive Advantage
Hit the Mark: New Mfg & Distribution Research Opportunity
Manufacturers: Assessing the “Size of the Prize”
Introducing the 2020 Alexander Group Leadership Series
Digitizing Revenue Growth: Align Management Systems
Distributors: Differentiate Service Levels & Grow Margin