If you’re a sales executive at a discrete manufacturer, there’s a good chance you’ll soon face a perfect storm of significantly greater sales opportunities that must be pursued by a smaller, less experienced sales team. At many discrete manufacturers, there are experienced sales professionals who will be retiring soon and, unless provisions are made, will take considerable institutional knowledge with them.
But sales executives who see the problems on the horizon early enough and act quickly and strategically can create new business opportunities out of this adversity. This paper explores the applicable trends and presents promising strategies available to sales executives at discrete manufacturers.
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