Q&A: Why Are Distributors Settling for Single-Digit Growth?

Justin Roff-Marsh says the solution is hiding in plain sight.

Ballistix has been applying sales process engineering methods to scores of companies — and across just as many industries — for more than 20 years.

According to the company, the principles that underpin SPE are proven and shown to work time and time again. Ballistix says this results in a 10-fold increase in the number of business-development appointments performed by a smaller, more targeted salesforce, resulting in better customer service, reduced sales cycle time and a leaner management structure.

Recently, Ballistix went all-in to produce a documentary-style film to illustrate one of the biggest challenges facing industrial business leaders. Each year, they target double-digit sales growth, but wind up settling for single-digit growth.

Why is that?

Justin Roff-Marsh, the founder of Ballistix and author of notable sales books including "The Machine," joins the latest edition of "5 Minutes with Industrial Distribution." Roff-Marsh says the new video illustrates how the solution to this problem is actually hiding in plain sight.

Check out the new Ballistix documentary here.

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