Manage the progress and performance of your distribution network

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.

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.

Prerequisites

Setting up a distribution network or optimizing an existing one

What You'll Walk Away With

✓ Define clear roles and responsibilities for effective distribution network management
✓ Recruit and select distributor partners aligned with business objectives
✓ Structure onboarding and support to drive partner performance
✓ Implement management processes for the first six months of collaboration
✓ Use KPIs and action plans to monitor and optimize network performance over time

Training 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.

1 Role and responsibilities of the distribution network coordinator

In groups: Kick-Off
E-Learning: roles and responsibilities

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

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

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

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.

💡

Keep in Mind

The course is spread over 5 weeks and the 20 hours are not consecutive.

📌 Practical information

Our training sessions are offered in Montreal or Quebec City, in person or in a virtual classroom. Dates and locations are specified when you select your session below. If you have any questions, check out our FAQ.