Upload
bi-worldwide
View
5.224
Download
1
Tags:
Embed Size (px)
Citation preview
Australia | Canada | China | India | Latin America | United Kingdom | United States
The Counter
Rep
Connecting with your
Toughest Customer:
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
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.”
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
There are no easy answers for breaking through and impacting your counter
personnel.
But, these tactics may help:
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Identify one or two channel partners who agree to pilot a limited-time program.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Metrics tied to a successful pilot can open up doors for expanded initiatives in the future, for both the partners and counter reps.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Provide a “toolkit” with elements to share with
counter personnel.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Printed materials, promotional items and kickoff presentations can effectively engage counter reps.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Tie earnings of principals/owners into the earnings of their counter reps.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Communicate. Communicate!!
Communicate!!!
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
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.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Make it a Game
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Gamification can give you an
edge when cutting through the clutter with counter reps.
Australia | Canada | China | India | Latin America | United Kingdom | United States
See more ways you can engage your counter sales reps by downloading our article.
Australia | Canada | China | India | Latin America | United Kingdom | United States ©BI WORLDWIDE™ 2014 | Proprietary & Confidential
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.
follow us...