Wired for Sales: Competing Against Yourself in a Time Warp

By -

How would your company fare in a competition against the
1980s version of itself?  Many would say, “We’ve come a long way, baby” but have we really?


Check it out HERE! 

Let us know how you think your company would perform.




Need enough for a team?
Call us before you orderr!

It's not too late to get your 2025 sales goals on track. Pick up a copy of Frank's latest book to hit the ground running!








...

Comments

Post a Comment

Popular posts from this blog

50 Questions for Distributors

By -
Image
Last week I wrote an article titled “Six Questions that Demand an Answer.”  Sharing the article with a few trusted advisers, I received one consistent bit of feedback best summarized by this response. “Frank, I agree these are questions we must ask ourselves; they caused me to pause and ponder.  I used them as an exercise with my team to think about our overall strategy.  I believe taking the time to think about our business from an outside perspective to be justified and worthwhile.   Sometimes it’s hard to do this subjectively.  I would like to see more questions just like these.” The following is my first round of questions.  I have put them into categories to make them easier to digest.  Some will apply to your position, some will not.  I suggest spending a moment visiting these topics with members of your own team. A note:  The readers of this blog come from a variety of backgrounds, hold a diverse collection of positio...
Read more

Commission Policies in the Automation and High Tech Electrical Industry

By -
We are gathering information and building a list of frequently asked questions.   I am often asked about commission structures within the Automation, Electrical Distribution Industry and other knowledge-based distributor operations (Power Transmission Distributors PTDA, Fluid Power Distributors FPDA and Industrial Distributors). Considering the frequency of the question (from potential salespeople, experienced seller, managers and others,) I feel it appropriate to post some thoughts on the practice. While this is not our typical kind of post, I wanted to create a forum for discussion. Commissions based on Gross Margin are one of the most commonly used incentive practices on the channel side of the business. On the manufacturing side, many people are still paid based on their gross sales numbers. Often you will hear distributors refer to this practice as paying on “tonnage” because sales professionals compensated in this matter really aren’t required to worry about whether ...
Read more

Rebate Programs in Distribution

By -
Image
Many segments of the wholesale business use rebates as a plan to modify and reward distributor behavior. While the roots of these end of year rebates and similar programs are mostly lost to history, they have become an important part of the distributor financial sheet. For example, Electrical Distributors typically report around 40-60 percent of their bottom line comes by way of rebates. Other lines of trade indicate similar numbers. This information is not anecdotal. This is not beer talk, the Profit Reports published through groups like NAED and others back up the statement. Without rebates, the channel could be in serious trouble. Marketing and Buying Groups help drive the rebate dollars Many independent distributors receive their rebates through   marketing groups. Organizations like IMARK and Affiliated Distributors (AD) in the electrical industry come to mind, as do groups in other lines of trade. Here is a short list (mostly top of mind): • Distributor P...
Read more