PRO™ Active Rep Management

Electronic Commerce and Its Impact on the Multiple-line Represe

Dr. Michael Pass at California State University San Marcos found that "The sales performance associated with principals in effective working relationships was 15% greater than the goals set with these principals. In contrast, the sales performance associated with principals in the ineffective working relationships fell 10.5% below the goals set with those principals." That's quite a difference! Effective relationships can and do result in real revenue and real profits!

In many cases you can achieve more sales with a better understanding of your sales partners needs and some inexpensive support than you would with an expensive new marketing campaign.

The Partnering Results Optimization (PROTM) framework was developed to help companies increase partner-related revenue and expand market share. It has proven again and again to increase revenue and focus resources more effectively for manufacturers trying to increase the productivity of their rep and distribution channels.

The PROTM framework is built around seven key performance areas: Whole Product, Market Mapping, Partner Programs, Partner Selection, Revenue Readiness, Sales Productivity, and Company Alignment. The framework shows you how to:

  • Clarify partnering objectives

  • Prioritize activities and allocate resources

  • Define strategic and tactical roles and responsibilities

  • Understand the metrics for managing resources, monitoring progress, and ensuring effectiveness

  • Set realistic expectations

  • Identify leading indicators for strategy revision

  • Improve communication about alliance and channel issues

  • Identify hidden issues impacting alliance and channel performance

  • Understand the benefits that successful alliances and partner programs can provide your organization

This seminar will introduce you to the PROTM framework and tools to help you create, evaluate, prioritize, and execute the most successful rep programs possible.