Selling through Distributors

A distributor portfolio can be a sales accelerator, or a heavy dead weight... depending on how it is managed. Distributors being independent naturally tend to do what they want and how they want in terms of how they promote our products.A distributor network manager should not only be a salesman who makes sales for the distributor, but first a businessman, a negotiator and a coach capable of managing the distributor's activities in the right way.

Goals


  • Learn to build and manage a portfolio of qualified and competent distributors
  • Learn to manage distributors and get them to implement the 10-15 factors that influence their sales performance
  • Create the conditions for long-term distributor sales growth

Participants


  • Sales Managers, and Sales people who manage distributors
  • 12 participants max.

Prerequisites


  • None

Programme (1 to 2 days)


The distributor business model

  • Factors that influence sales through distributors
  • The 7 key success factors of distributor management

The 'Qualitometer': the number 1 steering tool

  • Choosing the right distributor KPIs
  • Choosing the right distributor performance indicators

Motivating distributors to sell more and better

  • The distributor's incentives
  • Sell' the distributor the 'effort' he has to make

Co-leading the activities of the distributor's sales staff

  • Management principles applicable to the management of the distributor's sales force.
  • How to get the distributor's "green light" to manage activities related to our product range
  • A simple management tool to 'sell' and implement

Making ambitious and reslistic sales forecasts

  • The forecasting process
  • Business reviews

Coaching the sales staff of the distributors

  • Skills to be imparted
  • Adaptive coaching of the sales team of distributors
  • The practical method

Methodology


  • Animation inductive favorisant la participation active
  • Jeux de rôle pour faire prendre conscience à chacun de ses pratiques à améliorer
  • Coaching individuel pendant la formation
  • Plan d'action personnel
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
Mohammad El Khoury
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"

Frederic Bengold
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"

Philippe Loups

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WWINDER SALES CONSULTING SARL, 19 avenue Adrien-Jeandin, 1226 Thônex   +41.79.211.80.99   win@wwinder.com