Addressing Gaps in Distributor Management
An industrial solutions company relied heavily on a network of sales partners and dealerships to drive its business in a certain region. Distributors were managed at arm’s length, with little proactive oversight, leaving significant opportunities for improved control and coordination unaddressed.

Initiating a Strategy for Enhanced Distributor Oversight
Recognizing the need for better management and performance, the company initiated a strategy to enhance distributor management. A critical part of this plan was implementing a custom-built CRM system tailored to the needs of the distributors. Additionally, the company sought to evaluate the capabilities of distributor sales teams, identifying gaps and opportunities for skill development.

Customizing Tools and Developing Distributor Capabilities
The solution included a structured change management program to secure distributor buy-in for the new way of working. The system was customized based on an in-depth analysis of distributor operations and implemented alongside comprehensive training sessions. To further strengthen the network, a Salesforce Assessment and Development Center was introduced to evaluate salespeople’s technical and business knowledge, sales competencies, and negotiation skills. Individualized development plans and training programs were created to address skill gaps and enhance capabilities.

Driving Efficiency and Success in a Competitive Market
The initiative improved distributor management by fostering closer collaboration, improving sales efficiency, and equipping sales teams with the tools and skills needed to succeed in a competitive market.