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Operations

Friction Fixes: How to Align Sales with Operations

The age-old conflict of sales vs. revenue operations doesn't have to be a combative relationship. Mike Hockett distills takeaways from an ISA23 session on ways to make this dynamic more collaborative.

May 9, 2023

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Distributors are always looking to reduce friction — and while the priority for that may be in supplier relationships, there are plenty of sources for internal friction that can limit organizational effectiveness. The educational agenda for the Industrial Supply Association’s

ISA23 spring conference

included a very informative session on April 18 by The Brooks Group Chief Sales Officer Russ Sharer that dove into how to smooth out the friction between a distributor’s sales department and the rest of the organization.  His “How to Align Sales and the Rest of Your Organization" presentation…

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