Optimum Sales – Development of Distribution Channels V: Distributor Activation
In this post, we continue advancing through the phases of developing a distribution channel as reflected in the business model of Optimum Sales for channel development. (Apologies for the redundancy)
The phase we will address today is the distributor activation phase, which is immediately after the recruitment phase.
The main objective of this phase is that the distributor, once they have signed the distribution agreement, begins their activities with the aim of developing a common business.
This phase is critical for two reasons: the first is that they may have signed the distribution agreement to protect their area from potential competitors, and the second is that their current business inertia does not allow them to have the time and focus necessary to introduce a new product or solution.
Both situations are risky for us because if they occur, they could cause us to lose the results for the period assigned to that distributor.
What can we do to succeed in activating a distributor?
- Create a joint action plan where the objectives, the activities the distributor must carry out, and the clients to be addressed in each period are clearly defined.
- Train the distributor’s sales team on the product, how to sell it, and how to make the initial approach to customers.
- Establish a demand generation plan for the distributor, funded by us or co-funded. (it will depend on the value proposition)
- Establish a joint visit plan with the distributor’s salespeople with the aim of ensuring that their commercial methodology aligns with ours and the joint development business.
- Conduct periodic visits to correct any possible deviations from the initially agreed Action Plan and continue developing the training of the distributor’s sales team.
If you need help executing your distributor recruitment plan, contact us at optimum@optimumventas.com
See other similar posts:
Development of distribution channels I:
The decision to implement a distribution channel as a strategy for commercial optimization
Development of distribution channels II:
The efficiency of planning for the development of the distribution channel
Development of Distribution Channels III:
Building the Value Proposition for the Distributor
Development of Distribution Channels IV:
The Recruitment of Distributors
| David Galve | General Director www.linkedin.com/in/davidgalve |  |
