Most distributors rely on outside sales as one of their primary growth strategies; sales compensation is often one of the biggest expenses for these companies. In order to get a strong return on this investment, a distributor must design a sales structure that is optimal based on its industry verticals and business model.

In this report, sales transformation expert Mike Kunkle describes how distributors can design, implement and manage the right sales force for them. He also discusses the disruptive forces driving change and the challenges he consistently sees in the market with distributor sales forces.  

Mike offers proven advice about how to: 

• Determine your current Sales Effectiveness Maturity Level (meaning: your personal “State of Sales”)
• Start with strategy to define the best path forward
• Select a sales model and design a go-to-market tactical plan to optimize results
• Execute that plan with discipline to achieve your desired outcomes