Why are Salespeople Profit Adverse?
Having worked with many distributors over the years, one observation about many distributor salespeople are that they are customer pleasers. Most are profit adverse. Sure, many are on commission. And …
Sales Channel
Better HVACR Sales through Better Sales Coaching
Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because …
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What’s Your Sales Model of The Future?
As we transition from the pandemic many wonder about “the future of sales”, meaning, “what will the sales process (sales model) look like in the future” and, essentially, “what is …
Will Fear of Wall Street Impact Manufacturer Sales Organizations?
COVID changed every manufacturer’s sales budgets in April. Aside from top line revenue and maybe salaries (due to employment reduction), the one expense line that may have changed the most …
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Changing Role of Sales
It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the …
Rep Opportunities Abound
2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, …
Salespeople in Lockdown Could Cost You Share
Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of …
POS is About Getting Paid for Effort
In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an …
Are You “Zoomed” Out?
Zoom is now the generic term for webinars. The Kleenex of webinars. Teams may rival based upon usage, but from a lexicon viewpoint it is now Zoom, perhaps because of …
Selling is a Contact Sport
Over the past month, according to our current survey, which closes today, sales for many distributors have stabilized or improved. This which makes sense given construction is open in all …