Management Workshop

Managing Manufacturer and Distributor Sales Reps

This workshop is inspired
by concepts originated in
Questions That Get Results,
the highly-rated book on
management by Paul Cherry
and Patrick Connor.

Workshop Overview

Selling through manufacturing (independent) sales representatives and distributors can be a daunting job. You’re dealing with multiple channels, marketing managers, and end users — all pulling you in conflicting directions. No wonder why most of your time is spent stomping out fires!

Actions We Help You Develop

  • Developing a strategy to align yourself with distributors and rep firms who think, act and produce like you do.
  • Eliminating poor performance using a foolproof partner selection or evaluation process.
  • Shaking up complacency and empowering channel partners to embrace change.
  • Fueling greater distributor and rep agency loyalty to ensure your products are a priority over other lines.
  • Instilling accountability to motivate your channel partners to get the job done and done right.
  • Preventing “it's not my problem” attitudes by building greater trust and mutual sales collaboration.

On-Site Customized Sales Training:

Our workshops are targeted to your industry-specific challenges and language