The Distributor Channel

Frank’s work has been featured on the Distribution Strategy Group website.  Here’s what they are saying:  Distributors who once relied on poaching new sellers from the competition have discovered that option has dried up. Frank Hurtte recently embarked on a mission to learn what the life of a new seller looks like today – and how distributors can better support them.     Delve into it  HERE . .

The competition is trying to poach one of your top players. Another superstar is threatening to leave. Your top two are wrangling over territories and making the John Cena gesture at each other in sales meetings. It’s as bad as the recent NCAA drama. What’s a leader supposed to do? Well, there’s a lot you should be doing. Ensure your assigned territories make sense. ( See my previous blog post .) Align your compensation with your strategy and market. (That’s a future blog post.) Lead by example and behave professionally. (Hmm, let’s put a pin in that, too.) Enough of the shameless self-promotion, let’s tackle another aspect of leading salespeople to championship performance: Incentives and Bonuses. Salespeople are coin-operated. Not that other aspects of their role don’t motivate them, but money really motivates them. So does customer satisfaction, the thrill of the chase, and beating the competition out of an order. However, for now, let’s focus on Sales Incentives and best pr