COVID Content, Concepts & Comments
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating …
NEMRA
POS Integral to Rep Commission Model
Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be …
The Complicated Rep / Regional Sales Manager Relationship
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 …
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What will the Rep of the Future look like?
NEMRA needs your help in understanding your needs to answer the question of “what will the rep of the future look like?” There are three key premises for preparing to …
Aligning Compensation with Channel Selling
A core philosophy in developing sales compensation models is to reward salespeople for what you want them to do … which is sell. Salespeople need to be aligned with their …
Reps … Mega vs Medium / Smaller?
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly …
Innovation through Intellectual Curiosity
Much is talked about \”innovation\”. It\’s a term that is loosely tossed around and requires a commitment, or perhaps a better term is \”mentality\”, that is infused into individuals and …