If you want distributors to perform, attack what slows them down.
Activate the 80%
The biggest opportunity for many manufacturers is to activate their lowest performing distributors, the bottom 80%.
Some manufacturers don't even have 20% that are high-performing.
Maybe it's 15%. Or 10%. Or 1%. Regardless, there's big opportunity in the rest.
If you want to make change, start at the bottom
It might seem counterintuitive, but your lower performers are actually your biggest opportunity for positive growth.
Your top-selling distributors need you to take care of them, sure - President's Club, an all expenses paid trip to Key West, you know the drill. Keep them happy!
But what you really need to do is look at your lower performers - that's where you can move the needle.
A rising tide lifts all distributors
Your distributors are lacking the right tools. So what do they need?
- They need information that is organized, current, and easy to access
- They need training that is on demand, available from anywhere
- They need you to ask them what would help them perform better - and then you need to give it to them
So how does all of this work, anyway?
Glad you asked.
It's actually pretty simple.
If you would like to see how the Frictionless Distributor Sales Enablement System helps manufacturers slash admin costs and reduce wasted time throughout the sale from onboarding to closing, watch this five minute video.
If you want to see how all of this could impact your organization and its distributor network, schedule a 15-minute call with us to see if we can help.