Mask-Free, Likely Date: November ’21!
At Mckinsey.com, take a look at their 11/23/20 “Insight” entitled: “When Will the Covid-19 Pandemic End?” Given the recent vaccine news, their back-to-new-normal date is one year out – 11/21 – along with other less-probable-scenario dates. By 11/21, what new business-models must distributors have in place considering these…
New-Normal, Forces For Change
- A Big, B2B buyer: “We spent 5 years trying to get our buyers to adopt Cisco’s Webex, then had a 50-fold adoption in one week…Many of our buyers will continue to work remotely to varying degrees. …we now only want to see supplier ‘experts’ by appointment at our request.”
- To be truly customer-centric: who (at your firm?) will survey your Big Buyers to find out how they want to buy? What if they want: digital first; then virtual support as needed; and, finally, physical visits by the “experts” they select? What will you and your regular-calling reps do?
- To increase expert, virtual, (24/7?) support, will some distributors steal the best talent anywhere in the US (or the world?) who prefer to do (part-time) remote work?
- In 12 months: how much will Amazon Business’ capabilities expand and innovatively improve? With what direct and indirect effects on distributors and suppliers?
- How many suppliers will roll-out, end-customer, digital-engagement strategies that involve distributor dis-intermediations? And/or, what collaborative re-intermediations?
- Will new, digital competitors appear to sell your most net-profitable SKUs for less?
- Can you meet lower-cost, digital-sellers’ prices with your traditional, bundled-service-cost model?
- Hybrid selling models will require fewer reps with what new skills?
- What analytics are needed to transition to new e-selling models?
Transitioning (how many?) Sales Reps into Four, Different-Selling Models
I share four, different, selling models that every distributor must consider for different segments of customers in my webinars #8-10 (out of 12).
What if some of your reps will fight any changes? Answer: my webinar #8 has six different lenses by which to evaluate each rep. Reps are not equal in: talent; the net-profitability of their accounts; their ability to re-skill for new selling models; and their desire/ability to jump to a competitor.
Detail a specific transition plan for each rep with overall goals being: having only best, adaptable reps interacting with best customers’ needs better and more flexibly than competitors.
But, first get the enabling analytics!