In an increasingly complex market, distributors face mounting challenges in sales performance and process adoption. This report explores how leading companies are leveraging CRM, sales process audits, and team collaboration to drive growth. Based on real-world data and strategies, it offers a roadmap to build stronger front-end sales processes and gain a lasting competitive edge.

Key Takeaways:

• Top sales challenges and how to overcome them.
• Why CRM adoption struggles — and how to fix it.
• Steps to build a consistent, repeatable sales process.
• Strategies for improving team collaboration and data sharing.
• How to align sales processes, technology, and people for ROI.

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About the author:

Brian Gardner is the founder of Sales Process 360 LLC, a CRM coaching and consulting company focused on helping companies implement and achieve adoption with CRM. Brian specializes in the Industrial market with a focus on distributors, reps, and manufacturers.

Brian started his sales career for a process control and instrumentation company as an inside sales specialist, working his way into outside sales and then into sales management. His belief that improving processes to promote team selling and better managing the Front-End of the sales cycle is key for growth.