Wholesale & B2B Sales Best Practices | Handshake Blog

Sales, marketing and tech knowledge for wholesale brands and salespeople.

Building a Sales Team from the Ground Up

May 10, 2018 by Johnny Marx

For wholesale distributors thinking about building a sales team from scratch or considering transitioning from independent sales reps to an internal team, figuring out where to start can seem pretty daunting. Especially for businesses still in “start-up mode,” processes related to hiring and firing may not be firmly established. We’ve gathered a few ideas and…Read more

Sales Territory Management: 5 Best Practices

May 8, 2018 by Brandon Gracey

For wholesalers, distributors, and manufacturers with larger sales teams, territory management is key to making sure that sales reps are putting their time and energy where it will have the most impact, maximizing every in-person appointment and minimizing windshield time for low-return accounts. The process involves effectively segmenting customers and prospects so that sales managers…Read more

Fill Rate: What It Is and Why You Should Care

April 17, 2018 by Mandy Movahhed

It’s important to have impartial methods to measure success in wholesale sales. In our new series on wholesale metrics, we’ll cover the most critical metrics you should consider when evaluating the performance of your business. For wholesalers, one of the most salient metrics is fill rate. Fill rate is essential to the order management process and is inherently customer-centric….Read more

Determining Your Commission Structure for Independent Sales Reps

April 9, 2018 by Mandy Movahhed

Independent sales reps are an important part of many wholesale companies’ sales and marketing strategies. Often referred to as manufacturer’s reps, independent sales reps offer wholesale brands the opportunity to extend their reach to markets far from where their company may be located and to take advantage of reps who may have existing business relationships…Read more

5 Great Sales Manager Interview Questions

April 2, 2018 by Brandon Gracey

Conducting hiring interviews can be a tough process, especially when you’re interviewing sales leaders who can see through trick questions and quickly craft charming answers. Don’t get us wrong, these are qualities you probably want in your candidate, but you also want to dig deeper. Chances are if you ask a sales manager a generic…Read more

What is a Line Sheet? (And How to Make One for Your Wholesale Business)

February 24, 2018 by Daniella Shtemberg

For newcomers to wholesale, learning the lingo can be hard. You may have heard of something called a “line sheet,” and been told that you need one. But what is a line sheet, exactly? In certain industries like fashion, line sheets are necessary when interacting with current and potential buyers. While we can’t create a…Read more

8 Tips for Effective B2B Selling in Manufacturing & Distribution

August 1, 2016 by Daniella Shtemberg

In “Business to Business Sales” (otherwise known as B2B), there are many checks and balances to keep a sales team on track. In the manufacturing and distribution industry, it is critical that you understand this process prior to getting in the field. The following are some simple B2B selling tips to stay in the game…Read more

4 Key B2B Sales Tips for Manufacturers and Suppliers

July 12, 2016 by Caroline Goan

Going into 2016, the B2B sales landscape is continuing to evolve. Digital sales technology, for example, is attracting significant investment. Similar studies also suggest that 56% of buyers are now taking longer to complete the sales cycle due to the fact that they are conducting their own research. With an array of new factors to…Read more

3 Outside Sales Best Practices

June 21, 2016 by Daniella Shtemberg

Over the last several years, the line between “inside” and “outside” sales has become somewhat blurred. Where the fostering of long-term business relationships often involved face-to-face meetings, the presence of new technology––particularly B2B eCommerce––alongside evolving B2B client demands, has changed the nature of outside sales and the responsibilities that reps are expected to undertake. Nonetheless,…Read more

Choosing the Leadership Style That Works Best for Your Team

June 20, 2016 by Guest

In manufacturing and distribution, a leader is so much more than an employee that guides and supervises staff. They are the decision-makers that have influence over productivity, morale, and overall job satisfaction. A study by the Harvard Business Review found that only 15% of managers showed the consistent capacity to innovate and successfully transform their…Read more