Connecting With The Sales Counterperson

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The Counter

Rep

Connecting with your

Toughest Customer:

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Have you ever thought or made this statement:

“How can I effectively reach the ‘person behind the

counter,’ the person most likely to impact the customer

at the point of sales.”


There are no easy answers for breaking through and impacting your counter

personnel.

But, these tactics may help:


Identify one or two channel partners who agree to pilot a limited-time program.


Metrics tied to a successful pilot can open up doors for expanded initiatives in the future, for both the partners and counter reps.


Provide a “toolkit” with elements to share with

counter personnel.


Printed materials, promotional items and kickoff presentations can effectively engage counter reps.


Tie earnings of principals/owners into the earnings of their counter reps.


Communicate. Communicate!!

Communicate!!!


A communications calendar, tied to an incentive period is an invaluable, proactive tool ensuring the appropriate communication elements are in place to motivate and drive performance.


Make it a Game


Gamification can give you an

edge when cutting through the clutter with counter reps.

http://www.biworldwide.com/en/white-papers/sales-channel-effectiveness/sales-managers-guide-to-gamification?utm_source=SlideShare&utm_medium=Slide&utm_campaign=Sales

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See more ways you can engage your counter sales reps by downloading our article.

http://www.biworldwide.com/en/white-papers/sales-channel-effectiveness/connecting-with-the-counter-rep?utm_source=SlideShare&utm_medium=Slide&utm_campaign=Sales

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BI WORLDWIDE uses the principles of behavioral economics to produce measurable results for our clients by driving and sustaining engagement

with their employees, channel partners and customers.

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Connecting With The Sales Counterperson