Even before COVID-19, distributors often found themselves underperforming amid breakdowns in what we call the “peak performance cycle,” which consists of: Assess, Compete and Transform (ACT).

To get the most out of their sales training programs, distributors need to move away from a blanket approach toward a customized, individualized method that accounts for varying levels of experience and skill.

Distributors who still use traditional pricing methods like cost-plus and market-based pricing often leave margin on the table. Instead, distributors should update their approach to be value-based.

Brent Johnstone provides a guideline to help distributors apply the portfolio management strategy.