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Australia | Canada | China | India | Latin America | United Kingdom | United States
The
Counter
Rep
Connecting with your
Toughest Customer:
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Have you ever thought or
made this statement:
“How can I effectively reach
the ‘person behind the
counter,’ the person most
likely to impact the customer
at the point of sales.”
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
There are no easy answers
for breaking through and
impacting your counter
personnel.
But, these tactics may help:
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Identify one or two
channel partners
who agree to pilot a
limited-time
program.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Metrics tied to a successful
pilot can open up doors
for expanded
initiatives in
the future,
for both the
partners and
counter reps.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Provide a “toolkit”
with elements to share with
counter personnel.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Printed materials,
promotional items and
kickoff presentations can
effectively
engage
counter
reps.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Tie earnings
of principals/owners
into the earnings
of their
counter reps.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Communicate.
Communicate!!
Communicate!!!
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
A communications calendar,
tied to an incentive period
is an invaluable, proactive
tool ensuring the appropriate
communication elements
are in place to
motivate and
drive performance.
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Make it a Game
BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
Gamification
can give you an
edge when
cutting through
the clutter with
counter reps.
Australia | Canada | China | India | Latin America | United Kingdom | United States
See more ways you can engage
your counter sales
reps by
downloading
our article.
Australia | Canada | China | India | Latin America | United Kingdom | United States
©BI WORLDWIDE™ 2014 | Proprietary & Confidential
BI WORLDWIDE uses the principles of behavioral economics to produce
measurable results for our clients by driving and sustaining engagement
with their employees, channel partners and customers.
follow us...

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Connecting With The Sales Counterperson

  • 1. Australia | Canada | China | India | Latin America | United Kingdom | United States The Counter Rep Connecting with your Toughest Customer:
  • 2. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Have you ever thought or made this statement: “How can I effectively reach the ‘person behind the counter,’ the person most likely to impact the customer at the point of sales.”
  • 3. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States There are no easy answers for breaking through and impacting your counter personnel. But, these tactics may help:
  • 4. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Identify one or two channel partners who agree to pilot a limited-time program.
  • 5. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Metrics tied to a successful pilot can open up doors for expanded initiatives in the future, for both the partners and counter reps.
  • 6. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Provide a “toolkit” with elements to share with counter personnel.
  • 7. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Printed materials, promotional items and kickoff presentations can effectively engage counter reps.
  • 8. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Tie earnings of principals/owners into the earnings of their counter reps.
  • 9. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Communicate. Communicate!! Communicate!!!
  • 10. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States A communications calendar, tied to an incentive period is an invaluable, proactive tool ensuring the appropriate communication elements are in place to motivate and drive performance.
  • 11. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Make it a Game
  • 12. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Gamification can give you an edge when cutting through the clutter with counter reps.
  • 13. Australia | Canada | China | India | Latin America | United Kingdom | United States See more ways you can engage your counter sales reps by downloading our article.
  • 14. Australia | Canada | China | India | Latin America | United Kingdom | United States ©BI WORLDWIDE™ 2014 | Proprietary & Confidential BI WORLDWIDE uses the principles of behavioral economics to produce measurable results for our clients by driving and sustaining engagement with their employees, channel partners and customers. follow us...