Transform your sales force for new environment

Due to complexity in the packaging and processing space, many OEMs retain long-standing sales teams with lots of industry knowledge and experience. But these teams are having a harder time adapting how they sell to support customers’ changing needs.

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At a time when our industry, technology, and the marketplace are changing at a record pace, have you noticed that your sales team is struggling to develop new customers or grow existing accounts? 

Due to complexity in the packaging and processing space, many OEMs retain long-standing sales teams with lots of industry knowledge and experience. But these teams are having a harder time adapting how they sell to support customers’ changing needs. This often results in too much time with current customers instead of reaching out to new ones.

Today, leading OEMs are developing sales organizations that can navigate a new, more complex sales environment where online access to machine specifications is the norm, and customers expect a solution that supports their business. But they don’t want to lose the vast experience their current team brings.

2016 Sales Leadership Study
Growth Dynamics (GDI) conducted a study of over 1,300 leading North American manufacturers, and found that 72 percent of C-level executives’ top goal was new business growth. But the greatest leadership challenge they faced was attracting, hiring, and developing the “right” talent in the company, specifically in the sales force. 

In fact, 82 percent of manufactures validated significant changes in customer expectations and buying habits since 2013, while 72 percent were challenged in hiring and developing a sales team that fit their business and customers. Meanwhile, 43 percent noted challenges with an aging sales organization that is struggling to adapt. 

Up from 56 percent in 2013, 73 percent of today’s sales organizations are remote—working from a home office or independently in the field—which can have an isolating effect. The study also showed a significant increase in travel for both sales people and field sales leadership, creating greater challenges for sales management to engage, coach, or drive sales accountability from a distance, or without regular contact. 

This type of work environment makes it easy to breed bad habits, spend too much time with existing customers, and get rusty at developing new business. This can also impact a sales professional’s confidence to forge ahead in a complex, ever-changing, and competitive marketplace. So, they focus on what—and whom—they know best. This leads to minimized territory saturation and market stagnation.

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List: Digitalization Companies From PACK EXPO