Relationship Building in Distribution: Can Automation Improve Sales Rep Performance?

Transformation @ Work

Episode 6: Relationship Building in Distribution: Can Automation Improve Sales Rep Performance?

Relationship Building in Distribution: Can Automation Improve Sales Rep Performance?Transformation at Work podcast backgroundtransformation at work icons on dark grey

Transformation @ Work

Episode 6: Relationship Building in Distribution: Can Automation Improve Sales Rep Performance?

Relationship Building in Distribution: Can Automation Improve Sales Rep Performance?Transformation at Work podcast background

Transformation @ Work

Episode 6: Relationship Building in Distribution: Can Automation Improve Sales Rep Performance?

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Nicholas Holbik-Siu

Director of Distribution

Nick brings a wide range of distribution experience to his current role at Gerent, including 13 years at a large plumbing and HVAC company. There, he did everything from driving a truck to working in a warehouse to managing distribution and overseeing new technology. While in that role, he saw firsthand what Salesforce could offer the business in terms of automation opportunities — and how it empowered employees to cut through the clutter and focus on what matters.

In the eyes of many team leaders, especially in manufacturing and distribution, automating sales and account management runs the risk of losing those real, genuine relationships that deliver value back to the business year after year. But the reality is, by giving your sales reps and account managers the tools to automate daily processes, you might be able to make them even more effective at building those exact same relationships.

In this episode of Transformation @ Work, we look at the ways in which automation can be used to eliminate administrative hurdles for sales reps and account managers, so they can put their focus where it matters most: building lasting, profitable relationships with customers.

In the eyes of many team leaders, especially in manufacturing and distribution, automating sales and account management runs the risk of losing those real, genuine relationships that deliver value back to the business year after year. But the reality is, by giving your sales reps and account managers the tools to automate daily processes, you might be able to make them even more effective at building those exact same relationships.

In this episode of Transformation @ Work, we look at the ways in which automation can be used to eliminate administrative hurdles for sales reps and account managers, so they can put their focus where it matters most: building lasting, profitable relationships with customers.


Key Ideas:

02:40 - The challenges account managers face when tasked with manually managing all of their relationships

05:37 - The risk of overwhelming sales reps and account managers by asking them to manage relationships manually

06:54 - How automation helps sales teams put their focus back on building relationships

10:49 - The time savings that come from automating administrative tasks for account managers

14:20 - Addressing common concerns: “How do we keep the human connection when automating sales?”

19:45 - Specific examples of how businesses can improve their sales processes by automating workflows with Manufacturing Cloud

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