Sales Transformation
How to Measure Sales Rep Performance in Packaging Companies
Revenue alone can't measure sales performance in packaging companies. A rep can pull big orders from a few established customers while neglecting the smaller accounts, missing follow-ups, and never developing new business in the territory. Another rep generates less revenue up front and builds a far stronger pipeline of repeat orders and high-potential customers along the way.
Both can l...
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Field Sales Force Automation
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Do Industrial Distributors Need a CRM or Sales Force Automation App?
Industrial distributors often juggle long sales cycles, repeat orders, multiple customer accounts, field reps, and payment collections. A distributor supplying pumps, bearings, electrical components, industrial machinery, or maintenance supplies may need to track everything from the first inquiry...
October 25, 2026
Distributor Management
How to Manage Sales Territories For Industrial Distribution
Managing sales territories in industrial distribution takes more than drawing lines on a map and assigning a rep to each one. Industrial distributors usually serve a mix of dealers, retailers, contractors, factories, maintenance teams, and procurement departments, and every one of those accounts ...
October 23, 2026
Sales Transformation
How Building Material Companies Can Improve Dealer Coverage
Building material companies depend on consistent dealer relationships to hold their market presence, generate repeat orders, and stay competitive. Whether a company sells cement, steel, tiles, paints, pipes, sanitaryware, or construction chemicals, its field sales team has to keep dealers engaged...
October 22, 2026
Field Sales Force Automation
How Industrial Distributors Can Collect Payments Faster From the Field
Industrial distributors often manage hundreds of customer accounts across dealers, contractors, workshops, and manufacturing units. Reps travel between these accounts to take orders, coordinate deliveries, discuss product requirements, and keep the relationship going. But closing a sale doesn'...
October 16, 2026
