Value Added Partners.org

How would you respond?

What advice would you give this fictitious distribution company? Although the company name is fictional, the situation is true-to-life for many industrial distributors. We invite you to share your opinion. We’ll post the best responses online.

Read the responses from past Q&As:
• Put it on paper
• Charging forward with fee-based services
• Valuable paperwork
• Delivering expert advice
• Better than Best?
• The path to value
• Marketing your value
• The high cost of low prices
• More than good memories
• When you got it, flaunt it
• The paper chase
• When price rules
• Walking the talk
• Back to school
• Supplying value
• Tracking value
• Bridging the purchasing gap

Fictitious distributor Primo Industrial Supply sales manager Kevin Fitzpatrick has a problem. His salespeople understand selling value, but they won't fill out the standardized forms he created to document value.

What would you do?
How would you address this problem? Is standardized documentation really necessary? Would you attach a financial incentive to filling out the paperwork? Why should salespeople spend time filling out paperwork instead of selling product?