Case Study

How an Industrial Supplier Built a Top Sales Channel

Industry: Industrial Supply Distributor
Company Size: Global Enterprise
 
A global industrial supply distributor offering products and services across safety, material handling, metalworking, inventory management, and technical support.
Industrial Supplier

The Challenge

  • Pilot group of 50 ISAs launched to study if the business and customer set would support the inside channel.
  • After 6 months of run time, results were lacking.

The Solution

  • Factor 8 benchmarked operations and helped implement recommended improvements in sales leadership.
  • Created a performance management process including expanded manager coaching and development.
  • Introduced a rep competency and progression model by defining how a “good” rep progressed at career levels throughout the company.

The Results

100%

Program doubled in size within 2 years

#1

Program became the top sales channel
(measured by % to quota)

New Program

Program officially launched out of its pilot phase

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