Lost in the Gaps? Let Data Light the Way

Lost in the Gaps? Let Data Light the Way Gap Analysis for Salespeople in an Industrial Sales Environment By Desiree Grace Gap analysis is a strategic tool used by salespeople to identify potential areas of growth and opportunity within a specific market or customer base, essentially, the āgapsā in your coverage. In industrial sales, where competition is fierce and product offerings are often highly specialized, leveraging gap analysis can offer a significant advantage. This article provides a practical overview of gap analysis and how it can be applied by sales professionals in the industrial sector. What is Gap Analysis? Gap analysis involves examining current market conditions, customer needs, and existing product offerings to uncover "white spaces" or areas where new opportunities may exist. These gaps could include unmet customer needs, underdeveloped product lines, or untapped market segments. By identifying these gaps, salespeople can develop targeted strate...