After years of being stalled, the industrial sector is growing again. Many manufacturing companies that have been in a defensive posture to protect share during the economic slowdown now have an opportunity to expand their sales and other core operations that were slashed to reduce expenses.
But the impact of the last few years has reshaped the manufacturing and industrial industry, creating a new landscape that may be deceptively different than the environment of just a few years ago. There are a number of issues surrounding sales force effectiveness that executives need to address quickly as they begin retooling their organizations to address emerging market demands and differentiate themselves from the competition.
In many cases, this can be challenging because sales operations are often hardest hit during lean economic times, and the cutbacks are felt across the sales process: go-to-market strategies, lead generation, conversion and account growth.
Our new report, Sharpening Your Sales Edge for the Industrial Recovery, includes the following:
- Examples of organizations that have realigned their sales operations to prepare for growth
- 3 strategies to strengthen and calibrate your sales operations
- The L.E.K. framework for bolstering sales force effectiveness