Introducing the Phocas Sales Performance Suite for best practice selling

55% of distributors have invested in ERP, CRM, ecommerce and analytics, but haven't connected them, according to Distribution Strategy Group's 2026 State of Distributor Technology report. DSG's conclusion is blunt: the next competitive advantage in distribution is system integration. That's an industry finding, but it's also the exact problem the Sales Performance Suite is built to fix.

Most sales teams can't answer this question with confidence: are we going to hit target this month? Not because reps aren't working hard enough, but because the systems around them weren't built to give a straight answer. The commercial truth lives in the ERP. Activity gets logged in a disconnected CRM, if it gets logged consistently. The forecast gets rebuilt by hand in a spreadsheet.

That gap between systems is where the damage happens. Margin erosion goes unnoticed until it's compounded. Churn signals surface only after the account has already walked. Reps default to gut feel because they don’t know what the priorities are for them.

That's a systems problem, and it's fixable. There's a better way to run a sales team, and the best distribution sales teams are already running it. We call it best practice selling, and it's the standard the Phocas Sales Performance Suite is built to put within reach of every team.

What best practice selling looks like

Best practice selling comes down to three things:

• Seeing the full picture. You see the current commercial truth clearly, with no waiting for month-end and no manual exports or consolidation.
• Prioritizing and planning. You know which accounts matter most today, ranked by revenue impact and churn risk, and exactly what you should be selling them.
• Keeping every deal moving. No deals slip through the cracks. Every deal is tracked and accounted for.

Most teams do a version of all three, separately. Best practice teams do them all in one connected workflow, seamlessly.

That's what the Sales Performance Suite is: connected capabilities doing exactly this, automatically on top of your ERP data.

The Phocas Sales Performance Suite

The Sales Performance Suite brings together a refreshed CRM and new AI-powered capabilities in Sales Insights, both built on the Phocas data and analytics customers already trust. No new login. No duplicate entry. No exporting or stitching required. It's everything customers already rely on Phocas for, extended all the way from the boardroom to the rep standing in front of a customer.

Analytics — see clearly. Current ERP data turned into dashboards, forecasts and scorecards. Budget vs. actual, rep scorecards, gap analysis. Leaders always know if they'll hit target, without waiting for month-end.

Sales Insights — focus where it pays. Accounts ranked by revenue impact, churn and at-risk signals surfaced before they cost revenue, and an AI-generated summary of what's changed, dropped off, or grown on every account. Reps start the day with a ranked list and a plan, instead of calling whoever rang last.

CRM — act confidently. A refreshed, mobile-optimized CRM built for reps in the field. Voice-record a follow-up on the way to the car, and AI turns it into a task in the pipeline in about 45 seconds, not the 45 minutes it usually takes to write it up later.

Why it matters

Because all three run natively on the same ERP data — sales history, pricing, stock and customer records — the plan a rep works from in the morning reflects the same commercial truth their manager sees on the dashboard. No exports, no lag, no two versions of the story.

What it means for sales leaders and reps

For sales leaders, it means real visibility into who's performing, which accounts are slipping, and where the next opportunity is, without waiting on a report:

1. Visibility into everything — current performance by rep, territory, product and customer, no waiting for month-end
2. Margin protection — see margin erosion as it happens and get ahead of it before it compounds
3. Customer retention — catch churn signals early, like declining orders and at-risk accounts
4. Headcount performance — see who's hitting target, who's struggling, and where coaching will actually move the needle
5. Account expansion — cross-sell and upsell opportunities, ranked by revenue impact

For reps, it means starting every day already knowing who to call and what to sell, and never losing a follow-up because they weren't tracking it.

Built for how distributors sell

Ready to see what best practice selling looks like for your team? Join our launch webinar for a live walkthrough.