Sales Reps Are Spending Too Much Time Building Quotes

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A heads up to manufacturers: your sales reps are spending too much time building quotes. And it is hurting your bottom line. For many manufacturing teams, building a proposal is a complex, manual process. It involves juggling overhead, consumables,…

Are You Paying Your Sales Team to Ignore Easy Revenue?

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Most sales teams are laser-focused on landing new accounts. And why not? Their commission structure tells them to. When compensation plans prioritize new business over account expansion, sales reps chase fresh logos while ignoring the goldmine…

Sales Commissions & Their Effect on Profitability

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Sales commissions are one of the most common ways to motivate a sales team. When structured well, they drive focus, energy, and results. But when they are based solely on revenue, they can unintentionally hurt profitability. Many organizations…

Impact of Forecasting Errors on Manufacturing Planning

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Sales forecasting errors are more than a minor inconvenience. For manufacturers, they can disrupt entire operations—leading to mismatched inventory, wasted resources, and missed revenue opportunities. In one example, a manufacturer placed…

5 Questions to Ask When Selecting a CRM

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Choosing a new CRM system can feel overwhelming. Demos often showcase flashy features, but the real decision goes far deeper. Especially for manufacturers and distributors, the right choice is about more than price or interface. The true…

CRM is “Working Fine”. But is it Helping You Grow?

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When businesses are asked about their CRM, the most common response is, “It’s working fine.” That answer often sounds reassuring. But it raises a more important question: How is your CRM helping you grow? A CRM should be more than…

Leadership Needs to Be Invested: Why CRM Success Starts at the Top

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A company once spent over a million dollars on a CRM implementation that never even launched. It was not because the technology failed. The issue came down to a disconnect between expectations and execution. This is a common story. Many…

The Difference Between a Good Proposal and a Great One

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When businesses ask how they can achieve faster sales cycles, higher estimation accuracy, and a more seamless buying process, the answer often comes down to one thing: sales proposals. A sales proposal is not just a document. It is the primary…

Inconsistent Quoting: How Change Orders Quietly Drain Profitability

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Many manufacturing companies struggle with deals that look profitable on paper but barely break even once the order is complete. The issue often comes down to one root cause: inconsistent quoting practices and unmanaged change orders. When…

Workflow: What Does it Really Mean?

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The word “workflow” gets used often, but many businesses do not fully understand what it actually means. At its core, workflow is about automation: when one action occurs, the system triggers the next step. Simple in theory. In practice,…