Speaker describes how AI-enabled CRM tools (e.g., a "revenue expander" or similar white-space identification tool) can surface gaps in what branches or individuals sell, allowing distributors to hire people with adjacent experience (e.g., industrial/HVAC) and rapidly upskill them into electrical sales. The AI identifies deficiencies automatically (without manual ERP queries) and can drive targeted training/ramping.
Chapters
If I'm a large electrical distributor that does a little bit of industrial and maybe a little bit of H Vac and some things like that as well, and those are growing areas in my company. If I'm going out and hiring the guy that's an industrial guy that's been around, maybe he's a former Granger guys, lack of a better example, right? He probably when I run, assuming you have the right CRM, like lead, smart, channel, cloud, right? When I look at the revenue expander tool or some of our AI tools that identifies white space challenges of things we're not selling, right? We're in this place now where we can quickly grab that guy that's got, you know, tools and industrial experience and get him up to speed on electrical. And not only we find out the deficiencies because we have the right technology that says he's not selling these things and it's AI enabled in a way that it's telling me as a sales leader, my guys aren't doing this. I don't have to go look for it myself in the ERP and try and figure it out, right? My technology is telling me, hey, this group of people, this branch, this individual is not, is selling a lot of this, but they're not selling hardly anything of this gear. My training now, and now I've got some of these AI tools that we're talking about that can really ramp up.
