Selling Through Independent Distributors And Retailers:
10 Steps To A Complete Sales And Service Call
Territory Representatives (TRs) at a rapidly growing wireless carrier are responsible for achieving sales results through independent retailers. However, without a consistent approach to in-store sales calls, there was a wide variation in the TRs’ account management and sales effectiveness.
The TEG Solution
TEG conducted an extensive analysis to identify and document best practices in every aspect of the TR job, with an emphasis on account management. We observed high-performing TRs from each division across the country and conducted focus groups with designated Subject Matter Experts. We reviewed and revised these best practices with sales leaders throughout the channel. And we used these best practices to develop new activity management expectations for the TR position.
Our client has now established a structured but flexible process for daily activity management: 10 Steps To A Complete Sales And Service Call. This process identifies what Territory Representatives need to do before, during, and after each in-store sales call to maximize sales at their dealer doors. TEG is now developing additional tools, resources, and learning solutions that will enable current and new TRs to meet these new performance expectations and improve the quality and effectiveness of the time they spend in their accounts.
