Optimize the management and animation of your distribution network. In an environment where indirect sales channels are diversifying (distributors, franchisees, resellers, agents, prescribers, etc.), your sales success depends on solid partnerships. The “Sales: structuring and strengthening a distribution network” training course provides you with the tools you need to better manage your relationships with external partners and maximize your sales performance. Thanks to the ROCK® Method, professionalize your network management to improve your results, whatever the complexity of your market.
Objectives
At the end of this course, as a Chanel Manager, you will be equipped to structure and optimize your distribution networks in a dynamic, profitable and scalable way.
Is it for you ?
Leaders and managers of distribution networks, franchises, concessions, etc., managers of partnerships and alliances with responsibility for a defined sales area or territory.
Prerequisite
Setting up a distribution network or optimizing an existing one
Your benefits
Content
The ROCK® Method is a distribution network animation method for external partners. It consists of 4 steps to help you better understand the role of the distribution network coordinator, recruit the right partner, provide support and define follow-up indicators.
Week 1: Role and responsibilities of the distribution network coordinator
- In groups: Kick-Off
- E-Learning: roles and responsibilities
See more + / -
Week 2: Recruiting and selecting the right distribution partner
- Group work: application, discussion, customization and implementation
- Asynchronous exercise: writing or modifying roles and responsibilities
- E-Learning: recruitment and onboarding
Week 3: Managing your network
- How to support your distribution partner in achieving the highest levels of sales performance.
- Group work: application, exchange, personalization and implementation
- Asynchronous exercise: write or modify your recruitment process and management of the first 6 months.
- E-Learning: co-piloting and improving
Week 4: Optimizing your network
Choosing the KPIs and interactions needed to manage and monitor results.
- Group work: application, exchange, customization and implementation
- Asynchronous exercise: write or modify your distribution network stakeholder management plan.
- E-Learning: KPI's and performance monitoring
Week 5: Final development plan
- Group work: application, exchange, customization and implementation
- Individual presentation of your distribution network development and optimization plan, with feedback from your expert trainer.
Notes
The course is spread over 5 weeks and the 20 hours are not consecutive.
💡 Useful information
Our training sessions are offered in Montreal or Quebec City, in person or in virtual format. Dates and locations are provided when you select your session below. If you have any questions regarding registration, schedules, the language of instruction, or cancellation policies, please consult our FAQ .
Trainers
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
Request a quote