Without buy-in from your entire team – including that salesperson that complains the most – a strategic pricing project will, simply put, not yield the results you need it to. Gregory Smith, Vice President of Strategic Accounts and Partnerships for SPARXiQ, shares the secrets to successful strategic pricing implementation with Ian Heller and Jonathan Bein in this episode of Wholesale Change.
They discuss why:
- A cross-discipline pricing committee that includes the CEO and VP of sales will result in a better outcome
- Incentives must align with strategic margin objectives
- Communicating both the current and future states will drive change
- To sustain success, you need monthly business-review meetings focused on pricing