Management - Wholesaler Masterminds®

The Results: Wholesaler Praise

We are glad to report that wholesalers are feeling fairly good about the praise they receive from their leaders.

And there is still room to improve.

His reputation speaks volumes.

She leads a channel of one of the most respected mutual fund distribution organizations in the land.

His innovations and ideas have been cross pollinated throughout other channels – and have added considerable billions to the top line of the firm.

She is a results driven leader who has delivered double digit growth, consistently, for years.

We are emphatic in our belief that wholesalers need to take an office day in order stay organized – and on top of their game.

And we respectfully disagree with sales managers who outright prohibit wholesalers from taking them.

“COIs only want what’s in my checkbook”, said the wholesaler.

Maybe that’s because they don’t see any other value in you.

Centers of Influence come in all shapes and sizes.

Regardless of your channel or your product great wholesalers know that these folks can make the difference between good years and Career Years.

Here’s a list of things to do to make COIs love you:
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Ed. note: This article was originally written by a sales manager who wishes to remain anonymous.

I’ve enjoyed great partnerships with wholesalers over the years, and most of the meetings I’ve planned have involved wholesalers.

Whether it’s sales coaching or a new product roll-out, wholesalers usually add an important dynamic to meetings.

I normally welcome this group of business partners to participate.

But not always.