Driving Sales Channel Results


Investing in Your Representative Sales Channel Can Deliver Increased Revenue and Profit

“Why aren’t our representatives selling?” This is an all-too-familiar cry heard during monthly sales meetings. Lackluster sales could be an indication of changing market demand, but more often are an indication of a deeper sales channel issue. So whose fault is it, and how can you address these problems?

Here are four issues that I’ve seen companies identify as factors affecting representative sales:

  1. Lack of consistent communication and planning processes between the principal and representative.
  2. The representative lacks adequate product training.
  3. The representative is busy focusing on their
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