How Empowered Distributors Sell More Effectively.
It’s easy to overload your salespeople with data. Many distribution industry salespeople start their days with reports about individual customer’s sales volumes, margins, order histories, and so on. The belief among many well-intentioned sales managers is that more information will help their sales teams succeed.
The problem is that without context, most routine sales data is not very useful. Salespeople can easily be overwhelmed with big data. They might lack the time or skills required to analyze the huge amounts of data that distributors’ IT systems generate.