Though it’s best practice to evaluate the effectiveness of your demand planning regularly, we’re willing to bet that quite a few of you have avoided the subject and busied yourself otherwise.

Pricing in distribution is as critical and consequential as it is complex. It’s been a constant challenge for decades, and few have found the ideal strategy to make it simpler and more effective.

If you think about it, the playbooks for your sales team and distribution operations are similar to the playbooks and strategies of professional sports teams, specifically when it comes to studying game film.

Which blind spots are most common when it comes to analytics?

The road to understanding your sales force isn’t as simple as conducting a skills assessment, however. It’s important to follow a strategic framework that will help you optimize your sales force management.

In distribution, pricing is as critical as it is complex. Yet, when pricing decisions are being made, the many variables involved are often condensed and scanned in a moment rather than being strategically analyzed to determine the most optimal choices.

Analytics can help distributors stay profitable and growing as the market remains turbulent and unpredictable.

For most distributors right now, change is essential to adapt to the challenges presented by COVID-19. But making a change, taking that first step, can be the hardest part of the whole process.