Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Zach Selch, Founder of Global Sales Mentor and author of Global Sales, to discuss boosting distributor engagement. 

First, Kim and Zach discuss maximizing sales by strengthening your relationship with your distributors. It's crucial to foster a sense of unity and dedication among their salespeople. You want them to be more than just representatives; you want them to act as if they're part of your company. This entails encouraging them to allocate more resources and effort toward selling your products, rather than treating your products as mere "additional options" in their sales portfolio.

 

Zach shares that beyond monetary incentives like commissions, it's pivotal to create a sense of support and community. This can be achieved by supporting individual salespeople in their professional growth and development. Provide opportunities for them to enhance their skills, learn, and progress in their careers. Additionally, consider offering non-cash incentives such as trips or conference invitations to make them feel valued and motivated.

 

Next, Zach and Kim explore trade shows and dealing with distributor feedback. Zach recommends when participating in trade shows, ensure that you have a designated space in your booth for distributors and their salespeople to relax. This gesture makes them feel welcomed and appreciated, further reinforcing the sense of community. While distributor feedback is essential, it's important to recognize that it may be biased. Exercise caution when interpreting feedback and consider multiple perspectives to make informed decisions.

 

Lastly, Kim and Zach talk about measuring engagement. He suggests rather than solely evaluating distributor success based on sales figures, also measure their contributions to brand building and their efforts to keep you informed about market developments. This approach ensures that the partnership is not just about sales but also about the long-term growth and well-being of your brand in the market.

 Find all this and more in today’s information-packed episode!

Things you’ll learn:

• What is distributor engagement and how can you build and measure it?
• How do the distributor's sales team differ (or are similar) to your own employees?
• Suggestions for engaging the distributor's sales people.

Episode Sponsors:

Acclime China:

https://china.acclime.com/

Corporate Services and full Accounting/CPA/Tax for China.

Website: www.intltraderesources.com

Email: [email protected]

Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.