Meet James, the VP of sales operations at an industrial distribution company. His business was growing and becoming increasingly complex with thousands of products, thousands of customers and a large sales team. Despite his sales reps’ best efforts, organic growth stalled and customer retention rates were at a new low. James decided to take a data-driven approach to fix the problem, sending his sales reps customer churn and wallet-share reports each month. Watch this short, three-minute video to find out whether or not his approach spurred the organic growth he was seeking.
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