Very often with distributor sales forces we see that up to 80% of sales value is generated from only 20% of sales force activity (even after one excludes key accounts).
Several distributors have made very significant investments in seeking to upgrade sales force effectiveness in recent years. Yet we hear many CEOs of billion dollar distributors frustrated that the fundamental sales productivity metrics in their business remain unchanged.
In this paper we discuss reasons why this is often the case and what you can do about it.
