The State of Sales in Distribution 2026

If you manage a sales team or are actively selling in distribution, these new findings are a must read.

Global wholesale distribution professionals across verticals shared their knowledge for Phocas to develop this new State of Sales in Distribution Report.

Learn about the capabilities sales reps know are essential for success, how AI is being used across sales and what metrics are being measured.

Get your copy and learn more about these key findings:

Distributors who name new customer growth as their top priority are also the most disciplined about measuring win rates.
AI is being used but the next frontier is collaboration. 49% are using AI in sales but many in isolation from other areas of the business
The majority of sales professionals surveyed work in family-owned distributors. Customers like the product knowledge and strong customer service they provide
Not measuring sales metrics? Don't get left behind as 46% of distributors advise average order rate is increasing compared to last year

Unlock your free report

Understand the past, operate better today, and plan well for the future

Whether you want to get your data organized for your team or you’re looking to combine business intelligence capabilities with financial reporting, planning and forecasting… We can help.

Get a demo