Too many distributors will stand pat or make minimal changes instead of adjusting their strategy based on transaction data, customer feedback and improved sales capabilities, writes Mark Roberts of OTB Solutions. "They are investing in coaching training for their sales leaders as well as new sales tools and systems to support profitable growth," Roberts writes.

Warehouses can save time and money with a strong inventory control process and well-trained workers, writes Dave Haley of Open Sky Group. Inventory management processes should include clear labeling, consistent units of measure and a way to update transactions in a timely fashion, Haley writes.

Companies can mitigate the shortage of truck drivers by improving visibility of driver routes and assets, as well as with better communication, writes Brendan Roberts of Overhaul. "By knowing where drivers are and when they're expected to arrive, you can arrange assets and deliveries accordingly to maximize every driver's time and output," Roberts writes.

Curiosity is a key attribute of effective sales managers and salespeople, as curious people are more likely to ask questions and seek out new solutions, writes David Brock. "We need to start training and developing skills around inquisitiveness and curiosity," Brock writes.

Sales leadership is evolving, thanks to an ongoing shift toward e-commerce and consultative sales strategies along with the benefits of data analytics, machine learning and other technology. In the future, sales leaders will need a variety of skills, including the ability to learn quickly, make the most out of emerging technology and manage people effectively while building diverse teams, according to a group of chief sales officers in consumer and industrial industries.

The 5th US Circuit Court of Appeals on Friday reaffirmed its previous decision halting the Biden administration's COVID-19 vaccination requirement for businesses with at least 100 workers, rejecting a challenge by the federal government. The court said the mandate, which was set to take effect Jan. 4, exceeds the Occupational Safety and Health Administration's authority.

Companies have struggled to replace or fix employee performance reviews, as switching to an ongoing feedback process can merely shift the problem to unhelpful manager-employee interactions, writes Know Your Team CEO Claire Lew. "Focus on the interaction -- the connection, dialogue, and information and delivery of that information between peer to peer -- and everything else about the performance review becomes dressing," Lew writes.

People don't take ownership of projects when they're not clear on the goals or are afraid of repercussions if they fail, writes Dan Rockwell. "When you punish responsible failure, you teach people that taking ownership isn't worth it," Rockwell writes.

The NAW Executive Summit is back in-person January 25 - 27, 2022 and it will be bigger and better than ever before! Learn more about the NAW 2022 Executive Summit.