Grainger and WESCO are typically good industry benchmarks to get a sense of the industrial MRO market. Grainger also sometimes provides insights into the institutional market, so let\'s look at their end of year / quarterly reports where they also shed 2016 guidance. Grainger While their January headline was good \"up 4% for the month\", this included 4% for a UK acquisition … [Read more...] about Increasing Pressure and Competition in the Industrial MRO Market
Market Analysis
B All You Can B For Sales Effectiveness
Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas we discussed is the attributes of successful salespeople. He told me about an article he wrote for his company\'s sales newsletter a number of years ago. He recently published it on … [Read more...] about B All You Can B For Sales Effectiveness
Sales Persistence Pays
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too effective at new account development Variably effective at account penetration Very good at account … [Read more...] about Sales Persistence Pays
