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Unify. Evolve. Inspire.
Distribution leaders who consistently deliver on customer demands and offer deeper customer value as a driver of sales, margins, and customer loyalty understand that it begins with effective sales management.
Our Managing & Leading The Distributor Sales Team curriculum provides distribution sales management with the tools to unleash the competitiveness of their sales team. Throughout the course curriculum, line and executive sales management come to understand, apply, and ultimately implement distributor proven strategies to unify, evolve, and inspire their professional sales team.
Unify - Imagine your warehouse manager trying to drive productivity enhancements with one inventory management system while his warehousemen use another. Counterproductive, to say the least!
Unfortunately this same lack of unity plagues most distribution sales teams. Left to their own devices, managers and team members find themselves on "different pages" when it comes to tools, methods and processes. Managing & Leading The Distributor Sales Team provides the needed expertise allowing distributor management to define, communicate, and develop their selling system to support corporate values, mission, and points of differentiation.
Evolve – With many distributors the list of “what are our sales people not now doing that we wish they were?” is longer than management would like. The profession of selling is evolving every day, and top-flight sales managers understand that if their sales team is selling in the same way they were just thirty-six months ago, the business is in trouble.
Sales mangers develop the required coaching and management skills to evolve the behaviors and skills of their team.
Inspire – Inspiration to go over-and-above does not come from pep talks or motivational messages. Sales mangers learn how to re-enter challenge into the sales team’s day-to-day responsibilities while creating an environment where the sales team is motivated to generate superior performance.
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