Distribution Sales

Distribution sales agents, resellers, and channel partners are working harder for lower margins. Customers are less loyal and more price-sensitive. Prospecting is a must to replace a shrinking customer base. Buyers are more sophisticated. They demand to see value, not outdated show-and-tell product selling. Time and territory management is an on-going struggle — manufacturers, bosses, customers, suppliers and peers are all pulling in different directions. To be a top performer, you need the ability to wear multiple hats.

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Case Study:

National Electrical Distributor


The president of large national electrical distributor wanted to make an investment in his sales force and management teams through a comprehensive training program that stressed continual reinforcement and application.

He also wanted to give managers the skills needed to motivate salespeople to excel even when the economy seems jittery.

PBR Solution

PBR developed a three-month Professional Sales Skills training initiative that included customized on-site workshops targeted separately at salespeople and managers.

Workshops were conducted at multiple locations and sessions were given in two installments to emphasis reinforcement of learned skills.

The Results

  • Tremendous ROI reported within the first two months after training started.
  • $6,000,000 increase in sales revenue documented.