Pros
Very few reports, spreadsheets, presentations requested. Easy company to sell for. Meet with customers, they buy, repeat. That simple. Amazon obviously impacts Grainger's overall sales but should have minimal impact in large accounts where 99% of customers understand the value a competent account manager brings. Keep in mind that if you aren't getting all the business, a local competitor or an MSC/Fastenal is getting it. Winning categories gets easier after a year in front of the customer. Customers want to see if you're going to stick around before they give you meaningful run-rate business.
Cons
Keepstock is a great product to sell however sales force is losing faith in it because the organization is being hacked to bits by the corporate office. Even highly profitable Keepstock accounts are seeing hours slashed, visits slashed, etc. The Salesforce.com movement is overall good for business and never bothered me, however for some older sellers who specialize in relationships and customer time, the data entry could take longer because of computer skills and Iphone dexterity.