How to Overcome Resistance to Your Pricing Strategy

How to Overcome Resistance to Your Pricing Strategy
 
Most distributors give their teams a lot of autonomy for discounting and overrides. If you take away that flexibility, they will probably resist.

That’s why you must have a change management plan with any new pricing strategy.

You can’t just implement new tools and systems — and then expect everyone to fall in line.

They need to understand how it will benefit them.

I view it as a sales force productivity opportunity. If you ask sales reps how much they spend on manual price administration and error correction, you might be shocked at how much time is wasted.

If you could free them from those mundane tasks, what could they do with that extra time? The right tool can free them to focus on what they are good at: working more closely with customers and selling.

To get widespread buy-in, you have to involve your sales team before you go live. Let them be part of the process so they understand how the technology works and can hit the ground running.