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During the month of February we ran a brief three question survey to take the pulse of wholesaler satisfaction.
The results of the survey were surprising – sort of.
In January, which seemed to be ’employee satisfaction survey’ month in the human resources world, the following reports began to emerge:
Most wholesalers have an Internal Wholesaler (IW) that has become a vital piece of the business process and overall success of the region.
Sadly, from what I have seen over the years, there are wholesalers that just don’t understand how to leverage these valuable folks to maximize the success of the region.
Here’s the follow up to the 7 Essential Wholesaling Skills Your Manager Wants You to Have post.
In that post I said:
The survey findings were distilled down into two distinct categories. Those skills we deemed to be most critical indicators of success and secondary (though not much less important) skills.
On a Wholesaler Masterminds call today the group and I were discussing the best ways to build a successful relationship with, and leverage the talents of, your immediate manager.
One participant suggested that in order to communicate most effectively with the manager a wholesaler should understand, and implement, the manager’s preferred style of communication.
Fifteen years ago I asked an outside vendor to help me and my team put together an assessment that we might be able to use to pre-screen wholesalers at the point of the interview. What I wanted was something that was custom designed.
While DISC and Myers Briggs are instructive, they are not specific to the craft of wholesaling.
The vendor undertook interviews with successful existing wholesalers that we employed as well as national sales managers and divisional sales managers within our firm.
