5 Undoubted Steps To Motivate Your Distributors To Sell More

One of the most grueling tasks in selling is moving your product through an indirect sales channel. In these situations, you have to sell to other sales people, who then will sell your product to the end consumer. It’s similar to herding cats because you cannot command them as you are not their sales manager. Hence, you can't force them to sell your product, especially when there's easier and more money to be made selling someone’s else product.

The first basic rule of relationship with your channel partners, of course, is that both of you want to make a profit through the sales of your product. It's very important to understand that, your profitability is in direct conflict with the profitability of your channel partners.

You, as the supplier of the product, are looking to cut down your cost of sales by leveraging your channel partner resources. Meanwhile, the channel partner is hoping you to reduce the cost of ramp up and hence reduce their sales cost.

Under these odd circumstances, the only way out is to devise a joint-venture relationship that can formulate a mid-point in each other’s profitability that both companies can bear in order to make a successful relationship. This clearly means that an investment is needed from your side in resources for marketing, training and sales support. Likewise, your channel partner must invest his resources to training and active promotion of the solution.

Each channel relationship is a strategic investment. You don’t need to invest in too many channel partners, but in the ones, you do should be as effective as possible.

As a matter of fact, over-recruiting of channel partners is one of the main reasons that indirect sales efforts of many companies fail. With too many partners, you lay your resources thin and hence making your partners starve with proper support which could have otherwise sold more of your product.

Instead of spending on advertising, you need to direct your funds towards training a relatively smaller number of channel partners. The ability to build a productive channel is in direct relation with the amount of effort and money that you invest into quality channel training. Here's a five step program:

• STEP 1: CREATE PRACTICAL SALES TOOLS: To build a highly efficient channel the training regimen must go beyond the usual training that you would normally provide to a direct sales team.Your channel partners' sales representatives will need competitive data sheets, selling videos, sales scripts, testimonials along with usual specification brochures.
• STEP 2: PROVIDE AMPLE TECHNICAL SUPPORT: Channel partners always need a lot of good technical support, which is your job to provide. Because the channel partners usually stretch the products to do some new things, they're more likely to encounter problems, hence creating a requirement for additional support. The chances, here again, are that you might lay yourself thin. Therefore, you need to count your partners to a number that you can provide a good support.
• STEP 3: CREATE WAYS TO COMMUNICATE MORE FREQUENTLY: Frequent communication is very important for a healthy channel relationship with your partner. With the pace with which every business moves nowadays, it is very important for you to provide news feed on daily or at least weekly basis about the major happenings in your company, your installed base, the target market etc.
• STEP 4: BUILD A SALES INCENTIVE PROGRAM: Even though the sales staff might already be getting compensations, they will be less likely to sell your product. You need show that there is “something in it for them. You should set up a system where sales reps of your channel earn proportional points when they sell your product. These points can be redeemed into a gift.
• STEP 5: MEASURE THE RELATIONSHIPS: There are two primary reasons to measure the relationships. Firstly, the key to a healthy channel relationship is trust, which also means that you need to be flexible in making adjustments that will improve performance. That's only possible if you know what's happening around. Secondly, when one of your channel partners isn't performing, you need to know that quick enough to either fix the problem or remove that partner from your programs.

The whole point of this article is that increasing sales by nurturing indirect sales is not something that can be done easily. It also does not mean that you require massive amounts of cash. If you follow these undoubted step to promote your sales, you will succeed more often than not.

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Triad Technologies (TTech) offers thorough and innovative Solution in Channel Marketing and Trade marketing sector. We deliver feature-rich and customized solutions for all levels of channel marketing be it at the purposes of distribution (multi-layered) or the last mile associate of the Sales Promoter or In-Store Demonstrator. We get our skill from our 8 years' of experience of organizing and handling different Channel and Trade marketing campaigns. Perfectly aligned with sales functions and with all elements of trade marketing we solve all last time sales challenges. Our customized tech solutions empower channel-driven businesses so that your sales team can focus on actual sales and not on the problems

BEST POSSIBLE REPLY TO BILAWAL BHUTTOO!!!...

Remembering First Martyr of Kargil War

Captain Saurabh Kalia (1976 – 1999) was an officer of the Indian army who died during the Kargil war while being held as a prisoner of war by the Pakistani security forces. He along with five other soldiers of his patrolling team was captured alive and kept in captivity where they were tortured and their bodies mutilated.

In the first fortnight of May 1999, he had undertaken several patrols in the Kaksar Langpa area of Kargil to check whether the snow had retreated enough for the summer positions to be re-occupied. He was the first Indian army officer to observe and reported large-scale intrusion of Pakistani Army and foreign mercenaries in Indian side of LoC (Kargil). He assumed guard of "Bajrang Post" at the height 13,000-14,000 feet to check infiltration in the Kaksar area.

On May 15, 1999 Saurabh Kalia along with five soldiers - Sepoys Arjun Ram, Bhanwar Lal Bagaria, Bhika Ram, Moola Ram and Naresh Singh of the 4 Jat Regiment had gone for a routine patrol of the Bajrang Post in the Kaksar sector in the rugged, treeless Ladakh mountains, after a continuous cross fire with Pakistan armed forces from across the LoC, he and his troops ran out of ammunition. They were finally encircled by a platoon of Pakistan rangers and captured alive before any Indian reinforcement could reach for their help. No trace of this entire patrol was left meanwhile Radio Skardu of Pakistan announced that Lt. Saurabh Kalia had been captured by the Pakistani troops. It was after this that India discovered hundreds of guerrillas had established fortified positions on the peaks of the hills deep inside the Indian side of the Line of control, with sophisticated equipment and supply lines back to Pakistan-controlled Kashmir.

Captain Kalia and his men were in their captivity for over twenty-two (May 15, 1999 – June 7, 1999) days and subjected to unprecedented brutal torture as evident from their bodies handed over by Pakistan Army on June 9, 1999.The postmortem revealed that the Pakistan army had indulged in brutal acts of torture by burning their bodies with cigarettes, piercing ear-drums with hot rods, puncturing eyes before removing them, breaking most of the teeth and bones, fractured skull, cutting the lips, chipping of nose, chopping off limbs and private organs of these soldiers besides inflicting all sorts of physical and mental tortures and finally shooting them dead, as evidenced by the bullet wound to the temple. The postmortem report also confirmed that injuries were inflicted ante mortem (before death)

On June 9, 1999, NK Kalia had received the body of his son, Captain Saurabh Kalia, handed over by the Pakistani army to Indian army commanders at the Kargil sector, with evidence of torture.

The mortal remains of a soldier were carried home and the wires that the soldiers mother spoke, "if my son has taken the bullet on his chest, i shall see his face and shed a tear, if he has taken the bullet on his back, carry him away and i shall never recall having had a son so" - The Pride of Indian mother....... This is the saga of every Indian soldier.

HISTORY OF TANOT MATA TEMPLE 
Tanot is a place located at a distance of 120 Km from 
Jaisalmer and name Tanot is named on goddess Tanot. 
Praisee is said to be incarnation of Goddess Hinglaz now 
located in Lasvela Distt of Bluchistan. 
Bhati Rajput King Tanu Rao made Tanot as their capital.
In AC 847 foundation of Goddess Tanot was kept and idol was
installed. Temple is revered by generations of Bhati Rajput and
people of Jaisalmer and surrounding areas. Later on with the
advent of time, Bhati Rajput brought their capital to Jaisalmer
but temple remained located at Tanot.
Before 1965 this temple was maintained by personnel of
RAC and when BSF was formed, responsibility of maintaining
this temple was shifted to BSF. It is a great source of
inspiration for troops of BSF as well as of army due to miracle
happened during 1965 Indo Pak war. It is said that in the
month of Oct 1965 Pak Army had advanced from two flanks
i.e. from Kishangarh and Sadewala side to deep inside Indian
territory but area in between where this temple is located
could not be overrun despite heavy pounding by Arty and
fierce fighting. Pak Army fired more than 3000 shells in area
around temple but due to divine power, It is said that most of
the shell went blind and what so ever exploded could not
cause much damage. It is further claimed by inhabitants living
in nearby villagers that mother Goddes Tanot appeared in the
dreams of some soldiers and assured them for protection if
they do not leave the premises of temple. Later on Indian
Army repulsed the attack of Pak Army and after three days of
heavy fighting Pak Army made a hasty retreat leaving hundred
of dead of its soldier. At that crucial time of war two coys of 13
Bn BSF and one Bn of Grenadier was deployed in area of
Tanot against one Bde of Pak Army but they fought valiantly
and broke the back bone of enemy due to goddess blessings. Since then this temple came into prominence and its
popularity spread over other region also . Again in 1971 when
Pak Army launched sudden attack in Longewala in the night
of 4th Dec, due to inspiration and spritual strength drawn from
this temple, only one coy of Punjab regiment alongwith one coy
of BSF (14 Bn BSF) repulsed their attack which is a unique
operation in the world history of battles. Longewala is called as
a graveyard of Pak Tanks where their entire Tank regt was
made to bite the dust due to exemplary coverage shown by our
troops. In the memory of victory in this historic battle of
Longewala a Vijay Memorial has been constructed at the
entrance of temple where on 16th Dec every year a celebration
is organized with fervour and gaiety to remember the heroic
deeds of our soldiers.
Twice in a year i.e. in April and Sept Navrtara is
celebrated at Tanot where free lunger is run by BSF as well as
free Medical camp. Thousands of devotees from every nook
and corner of the country throng the temple to offer their
prayer to goddess. In 1989 a Tanot Mata Trust was
constituted to look after the offer of temple as well as to see its
management. Presently patron of this trust is worthy Shri
S.N.Jain, IPS, and IG BSF Raj FTR while Shri. Sandeep
Bishnoi, IPS DIG BSF SHQ JMR-I is chairman and Shri
Prabhakar Joshi Offg Comdt is secretary. As feeling of public
is attached with this temple a great care is taken to provide
best amenities to devotees visiting the temple. This is the place
where spiritual strength of Seema Prahari and its un-wearing
commitment to safeguard the mother land can be seen side by
side.