Information technology is at the root of so many alterations in the way we do business, both internally and externally. We all need to learn, and continually be adjusting to change.

Study the customer

I was reminded of the importance of this at a workshop I recently attended on software trends. The software developer hosting the event specializes in providing independent gas distributors with customized, integrated ERP software solutions. Their products help streamline the many internal processes essential to running a gas distribution business.

The developers carefully studied their customer’s business in order to create software applications that met their specific needs. This brings to light the importance of recognizing business pattern changes and making adjustments accordingly. The innovations provided by the software developers will keep internal business functions up to date. Likewise, we must be ready to make adaptations to our sales process to keep it functional in the digital age.

Sales Channels Shift

The impact of online sales to the distributor channel is being felt. In their February 23, 2021, podcast, the Distribution Strategy Group  predicted a 5-year revenue channel shift in commercial sales. The group sees distributor revenues potentially dropping an additional 14%, from 66% to 52% of all commercial sales. Manufacturers direct sales, on the other hand, are expected to rise by 7%, moving from 22% of the total to 29%. Gains in other channel sales are also projected to be up 7%, rising from 12% to 19% of total sales. This analysis serves as a wakeup call for distributors. The distribution channel must realign its outside salesforce practices to meet the challenge of the shifts created by digitization.

Get Ready– Adjusting to Change

Is your organization prepared to meet the new demands in the field sales process? Get ready to adjust to the changing sales landscape by studying your customers shifting buying habits. Fine tune your sales process to meet customer need.

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