Among a company’s chief expenses are those related to
sales, yet the means to determine the impact of sales strategies and efforts by
distributors, particularly within the structure of the supply chain, often
remain difficult areas to gauge. The
sales process can be filled with frustrations on many fronts that can result in
revenue losses and missed opportunities to strengthen your rapport with
Conducted by Gerald Hagerman and Bethany Sullivan, this
in-depth report provides a comprehensive look at sales practices and benchmarks
to measure and improve sales. The details include:
- A snapshot of how distributor sales
representatives spend their time and tools to evaluate, benchmark, and improve
- Offers best practices that sales managers can
utilize to maximize their team’s efforts and enhance their executive skills.
- What top-notch distributor sales representatives
use in the field.
- A means to identify your most profitable
- Examines sales processes within channel and
provides insights to bolster professional relationships for the betterment of
the end-customers’ needs.
Download the Executive Summary.
The full report can be downloaded from the NAED Learning Center. To obtain a hardcopy of the full report,
contact NAED Member Services by email at firstname.lastname@example.org or by phone at 888-791-2512.
Research projects are generously funded by the NAED Education and Research Foundation's Channel Advantage Partnership.
Published in 2011.