Скачать или смотреть How to effectively and consistently grow an outside sales network of dealers and distributors

There are three essential transformation pillars if you want to bring change to your sales network:

1. Transformation Pillar #1: Emerson's Law of Compensation

In his essay "Compensation" (c. 1841), Emerson made a timeless observation.

"Each person is compensated in like manner for that which he or she has contributed."

In other words, the move you give, the more you get.

2. Transformation Pillar # 2: Trust

The level of trust you have is proportional to the levels of trustworthiness, credibility, reliability, integrity and intimacy, while inversely proportional to your self-orientation.

This is critical because with your dealers and distributors, you must establish trust first to create a relationship of mutual benefit. You are depending upon them to represent your brand, sell your products, provide service to your customers. So take care of them as if your business depends on it (and it does).

3. Transformation Pillar # 3: It has to be Easy

The harder and more complex you make a task to perform for your front-line sellers, the less likely they are to do it.

Why would you make it hard to sell?

The 80/20 Rule is relevant here because only 20% of dealers and distributors are "high-performing."