By Chip Carlson
Straight analysis of the channel strategy mistakes, structural problems, and sales management gaps that keep distribution organizations from performing at their potential.
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The report shows plenty of activity. Calls are being made, accounts are being visited, and the CRM is full of logged interactions. The problem is that revenue is flat, margin is under pressure, and the sales ma...
Read articleThere is a point in the distribution calendar, usually late in a quarter, when a manufacturer's sales team starts making calls that sound like favors. The rep calls the distributor's buyer and explains that the...
Read articleThere is a version of distribution sales that worked reliably for a long time. The rep knew the product line better than the buyer. They showed up regularly, built a personal relationship with the purchasing co...
Read articleIf you asked the owners of the ten largest distribution companies in your sector to describe their biggest unsolved sales problem, territory design would not appear on most of their lists. It should be near the...
Read articleAbout the Author
Chip Carlson is an executive advisor and sales trainer with more than thirty years of experience in distribution, manufacturing, and Latin American operations. He is the President of CIMA International and the founder of Talk with Chip, an executive leadership development platform.
He has advised more than forty companies on sales performance, channel strategy, and executive development across the United States, Mexico, and Latin America.