Sales training for distributors and wholesalers - from counter to field

Yes. Counter sales training is usually the most neglected part of a distribution business. Counter staff practice adding one discovery question to a will-call pickup, suggesting the complement item, and telling a new line's story to a regular - in the slow hours at the branch, without a trainer on site.

Reps drill the exact conversation that erodes margin: a buyer threatening to move volume over two points. They practice defending price with availability, service and total cost instead of reflexively discounting, and the scorecard shows who holds the line and who gives points away.

Turn the launch into a scenario. Every counter, inside and field rep runs the new line's conversation in role-play before the product hits the shelves, and sales leaders see per-branch completion. Launches stop dying between the supplier's deck and the customer conversation.

Yes. Inside reps practice quote follow-ups, dormant-account reactivation calls and upsell conversations, then get their real calls scored on the same rubric. The pattern to break is quote-and-hope; the scorecard makes it visible per rep.

A dedicated CSM runs setup with you - about 3-4 hours of guided onboarding. You bring price books, line cards and the objections your reps hear at the counter and in the field, and your exact language goes into the scenarios as written.