Industry Week identified five trends for manufacturing revenue leaders; re-alignment of sales forces around highest priority customers, digital investment, struggle for talent, pay-for-performance in compensation, and professionalizing sales operations. Investing in digital access channels is a huge priority for many companies, for both new leads and for ecommerce sales. Talent is also a major concern with just about 100% of the executives interviewed reporting they were worried about the lack of talent impacting their growth. Adjusting compensation goes right along with that. Industry Week said, “Many leaders complain that their traditional compensation plans had been too conservative, and reporting issues made it difficult to always correlate sales performance with compensation.” Which of these trends is a top priority for you?
