If your sales incentive program isn’t getting the participation you expected, start with the experience you’re offering reps. Clear priorities, simple rules, visible progress, timely updates and appealing rewards can help them understand the program and stay motivated. You’ve put time and resources into your program, so low participation can be frustrating. To understand rep … [Read more...] about 5 reasons your sales incentive program isn’t working (and how to fix it)
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Changing Sales Team Behavior with Targeted Guidance
TL:DR Sales dashboards reveal what happened, but they rarely change behavior on their own. Distributors can improve execution by turning ERP data into timely, specific cues that tell each rep which customer to contact, why, and what opportunity to discuss—aligning daily sales actions with strategic growth, retention, and inventory priorities. Lessons From a Sales … [Read more...] about Changing Sales Team Behavior with Targeted Guidance
Joint Calls, Why Distributors Suffer from a Split Personality?
TL;DR: Joint calls create opportunity only when distributors balance supplier access with firm account ownership. Keep Factory Fred informed, use his application knowledge, set commercial boundaries before problems surface, maintain multiple customer relationships, and make the distributor indispensable through expertise, inventory, problem-solving, and relentless … [Read more...] about Joint Calls, Why Distributors Suffer from a Split Personality?
Your Best People Are Retiring and Nobody Wrote Any of It Down
While inventory may site on your balance sheet as your most important financial investment, every distributor owner and manager knows that their people are their biggest asset and can also be their biggest liability. They are an asset as they are the #1 differentiator within your business. Without them, a distributor is a vending machine. People interact with customers, with … [Read more...] about Your Best People Are Retiring and Nobody Wrote Any of It Down
