Selling through Distributors
A distributor portfolio can be a sales accelerator, or a heavy dead weight... depending on how it is managed.
Distributors being independent naturally tend to do what they want and how they want in terms of how they promote our products.
A distributor network manager should not only be a salesman who makes sales for the distributor, but first a businessman, a negotiator and a coach capable of managing the distributor's activities in the right way.
- Learn to build and manage a portfolio of qualified and competent distributors
- Learn to manage distributors and get them to implement the 10-15 factors that influence their sales performance
- Create the conditions for long-term distributor sales growth
- Sales Managers, and Sales people who manage distributors
- 12 participants max.
- Mastery of sales and negotiation techniques.
The distributor business model
The 'Qualitometer': the number 1 steering tool
Motivating distributors to sell more and better
Co-leading the activities of the distributor's sales staff
- Factors that influence sales through distributors
- The 7 key success factors of distributor management
The 'Qualitometer': the number 1 steering tool
- Choosing the right distributor KPIs
- Choosing the right distributor performance indicators
Motivating distributors to sell more and better
- The distributor's incentives
- Sell' the distributor the 'effort' he has to make
Co-leading the activities of the distributor's sales staff
- Management principles applicable to the management of the distributor's sales force.
- How to get the distributor's "green light" to manage activities related to our product range
- A simple management tool to 'sell' and implement
- Skills to be imparted
- Adaptive coaching of the sales team of distributors
- The practical method
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
