Distributors can drive growth, avoid channel conflict and make better investment decisions by establishing price visibility, writes Michael Stanisz of Revenue Management Labs. Stanisz recommends using syndicated and third-party price data, sharing data with partner companies and using other investigative tools to find out prices as part of gaining visibility.

Shipping and logistics executives predict that tight capacity and high demand will continue driving steep price increases for package delivery, ocean shipping and trucking in 2022. Todd Bulmash, a Council of Supply Chain Management Professionals board member, says companies "are a little shell-shocked at the moment" and adds, "They're preparing for the worst."

Truck drivers in 2020 were likely to stay with their companies during the pandemic-fueled economic slowdown, but that changed in 2021 as demand for freight skyrocketed and companies offered pay incentives to recruit new drivers, says Scott Dismuke of Professional Driver Agency. Dismuke and Daniel Most of CPC Logistics note that many drivers are looking for jobs that give them reliable time at home.

Sales coaching works best when it's highly specific and focused on more than just basic outcomes or key indicators. "Beyond individual coaching, managers can take a more hands-off approach and set reps up for success by providing efficient access to peers via new technologies and development tools," writes Frank Cespedes.

Chief marketing officers share their thoughts on trends for 2022, including Coupa's Chandar Pattabhiram, who advises business-to-business marketers to go beyond generating leads and focus also on retention and customer advocacy. Clayton Ruebensaal, executive vice president of global B2B marketing at American Express, predicts that creative collaboration will be essential and that the demise of cookies will shake up the power balance among marketing channels.

You won't win the trust of people who report to you based on your title alone, writes Kevin Eikenberry. "[T]he best thing that you can do to help them trust you is to be trustworthy, be consistent so they know what to expect from you and to offer trust to them," Eikenberry writes.

Leaders can develop emotional intelligence by taking a genuine interest in their team members, selectively sharing their feelings and using feedback as a way to challenge teams to grow, writes Liz Fosslien. "Your team members will work at their best if you invest in understanding each individual's unique talents and areas for improvement, and then assign tasks accordingly," Fosslien writes.

In part 3 of this 4-part series, we'll get into the weeds on what AI will look like when implemented into a distributor's sales arsenal. Register here.