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 […]
Why are Salespeople Profit Adverse? Read More »
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
Better HVACR Sales through Better Sales Coaching Read More »
AD launched an interesting, and perhaps valuable, initiative that, on the face of it, would appear to target a core element of an association’s value proposition … training. And, it
AD Enters Leadership Training Arena; Association Competition? Read More »
Understanding people is integral to success in business. whether it is serving customers, others within your company or managing people. Providing staff with the training to observe behavioral traits that
Understanding Personalities through DISC to Drive Sales and Productivity Read More »
If 2021 has taught us nothing it has demonstrated that no matter how much planning a business may undertake it is impossible to account for the limitless number of unknowns
Learning to Fly. Why planning sessions fail Read More »
Two of the biggest marketing trends over the past year have been the increased usage of video and the launching of podcasts. The reason – a desire to share more
Getting Heard. Podcasts Deliver Thought Leadership Read More »
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
Changing Role of Sales Read More »
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
Salespeople in Lockdown Could Cost You Share Read More »
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
Are You “Zoomed” Out? Read More »
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success
The Complicated Rep / Regional Sales Manager Relationship Read More »
