In addition to his work as an advisor and senior leader, Craig has written a book on wholesaling that was inspired by his experience with wholesalers from the client side of the table called The Wholesaler’s Companion.
Archives for March 2011
A divisional manager coaching client was telling me about an activity he was doing with COIs.
I questioned him as to why he was the one engaging in the activity that a lesser trained, less expensive staff member could do with the exact same results.
And the rationale holds true for wholesalers as well.
In 2009 Wholesaler Masterminds began to survey the wholesaling community. Given the significant unrest in the industry in late 2009 we kept our questions brief and our focus tight. The results of that survey were centered around job satisfaction.
While the 2011 edition offers insights into the same questions, we expanded both the number of questions and the topics we surveyed.
This is Part 2 of our 2011 Wholesaler Survey Results. Part 1 of the findings can be found here.
Recently I was in San Antonio speaking to a group of super talented wholesalers.
The speaker before me was the national sales manager of a mid-size third party marketer. As a COI he was invited to give his perspective to the team.
In his presentation he was focusing on the best practices of wholesalers that call on his firm and the areas that are in need of improvement.
Sometimes wholesalers are not quite as good on the stage as they think they are.
And some, when they are being truthful with themselves, admit that they need improvement.
In fact, all speakers, need to continually work on both their content and their delivery.