- “CRM Analytics For Sales Benchmarking” | Published on Industrial Distribution by Mike Schmidt, Associate Editor
Using this solution as a framework can helps industrial distributors better target and control sales opportunities.
Maximizing the effectiveness of the salesforce is a critical goal for industrial distributors of all types and sizes. In order to provide their sales representatives with the necessary information to sell effectively in an incredibly competitive marketplace, some industrial distributors have turned to customer relationship management software (CRM).
But it simply isn’t enough to invest in just any software offering. Every distributor is a unique outfit, and each faces unique challenges and opportunities. Those that choose to invest in CRM solutions must tailor them to meet the needs and goals of their respective companies, and they must also try to maximize the return on investment. This is no easy task.
“Distributors deal with lots of different vendors, lots of different product groups, and the knowledge and intelligence is golden,” says Matt Hartman, President and CEO of Tour De Force Solutions. “Everything a customer is buying from you is an indicator to identify what they are not buying and you should be selling.”
Building Relationships That Last
According to Robert Sinfield, Product Marketing Manager, Senior, at Epicor, a CRM solution offers many key benefits to a distribution operation. First and foremost, it allows salespeople to effectively control interactions with their customers… Continue Article…
Published on Industrial Distribution by Mike Schmidt, Associate Editor