Electrocomponents' approach to environmental, social and governance goals "is focused on the issues that are most material to our business and the areas where we can have the greatest positive impact," says Andrea Barrett, the distributor's vice president of sustainability and social responsibility. ESG is different from corporate social responsibility, Barrett says, particularly in how ESG "should be core to your purpose, strategy and business model and run through everything you do."
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Distributors can better control their supply chains and back up personal relationships with customers by having the right digital tools in place, which will differ based on the company and how big it is, says Kelly Squizzero of Infor. Distributors need solutions that fit into what they do, both for cost and complexity, Squizzero says.
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Sales leaders should think twice before focusing their strategies on product-led growth, which could reduce sales workloads but often assumes too much about customers' ability and willingness to find solutions without guidance, writes David Brock. "Customers don't set out to buy a product, they set out to solve a problem, to address an opportunity, to change," Brock writes.
Intangible benefits often have very little practical meaning and thus fail to appeal to potential buyers, writes Colleen Francis. As a result, it's important that salespeople make intangible benefits such as great service or reliability real by quantifying results and sharing scenarios that relate to each customer's business.
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HR leaders and managers can design "invitation conversations" that empower employees to honestly assess their jobs and their organizational goals, writes Bill Latshaw. The best conversations are more like coaching sessions or "the best job interview your employee had with an employer that they were excited to work for," Latshaw writes.
Expressive writing, guided imagery and meditation are three simple techniques that can help relax the mind and reduce levels of stress hormones in the body, notes Dr. Bruce Rabin of the University of Pittsburgh Medical Center. Whichever technique works best depends on the individual's preference and the amount of work they put into mastering their chosen method, Rabin 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.
