Sales Rep and Distributor Management

Manufacturers often utilize independent sales representatives and distributors to take their products to market. Unfortunately, transforming these various relationships into an effective, high performing sales program that helps you achieve your growth goals can be very difficult.

Lawrence Friedman stated that in a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. So, selling has become a question of how to connect your products with customers via the best mix of sales channels, in other words, the direct sales force, reps, distributors, telemarketing and/or the internet. In short, how you sell today has become as important as what you sell.

If you are not satisfied with the performance of your sales channels, or feel you are ready to take your sales program to the next level, Catalyst Connection can help. We’ll help you determine the best types of the sales channels for your specific products and markets. Then we’ll evaluate your existing sales reps and distributors and develop a recommendation plan to help you improve sales performance. We can also assist you in identifying new channel partners, developing a strong support program for reps and distributors, and developing a sales action plan and a performance management system to help you achieve your growth goals. We also provide sales manager coaching to help you develop a high-performing sales program.

Benefits

Managing your sales channel partners effectively will:

• Increase revenues
• Decrease costs
• Increase profitability