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Get them MOTIVATED!
A technology company had just re-organized and
changed from a Direct Sales force to a Value Added
Reseller (VAR) network. The company planned to bring
all of the new sales team into a Introduction Sales
Team meeting to educate and motivate them to begin
introducing and selling products to the end user.
Build excitement around the re-organization, drive
revenue for the VAR sales team, and gain mind-share
from the VAR on their product.
A series of solutions were implemented, Notebooks
with the corporate logo, a nice pen with the
corporate logo and the product line theme, a quality
casual shirt with the corporate logo, and an
incentive plan that included a set of golf clubs and
bag with the corporate logo.
The customer's sales meeting was a “hit” with the
new VAR sales team. In follow up travel with the
VAR’s, the company found that the new sales team was
still excited about the product line and the
company. The golf club set was awarded to a VAR that
far exceeded the company’s sales goal for that