In our research and work with wholesale distribution companies, we’ve found most distributors don’t view their inside sales as a proactive force where reps make outbound calls into accounts to generate more business or employ active selling techniques to cross-sell and upsell on inbound calls. Despite the benefits of a proactive inside sales team, it can be challenging to successfully implement a proactive inside sales strategy.

Debbie Paul wrote about the common pitfalls for Industrial Distribution. Read more in this article for Industrial Distribution: 6 Reasons Distributor Inside Sales Fails

6 Reasons Inside Sales Fail - Infographic

6 Reasons Inside Sales Fail

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