Distribution Sales

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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 They demand to see value, not outdated show-and-tell product selling.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 ongoing 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.

Paul Cherry developed Performance Based Results to provide a better way to address the unique challenges companies in a broad variety of industries face. Our distributor sales training and coaching programs take place on-site, were we can meet directly with your team, leaders and executives in order to diagnose the primary issues you face and design a program suited to your needs.

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Seiko logo
Rockwell Automation logo
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ISA logo
North Coast Electric logo

We not only customize workshops, one-on-one training sessions and in-the-field training and coaching for your particular industry and market, but we also take into account the specific makeup of your company or organization. The result is distributor sales training that’s highly relevant, engaging and interactive, providing the coaching, reinforcement and accountability to deliver positive measurable results.

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.