Worksheet · Sales Effectiveness Health Check
Manage partners' salespeople like your own
It prints on A4 with room to write.
A distributor's salespeople sell whatever is easiest for them. This sheet names an owner for each partner and agrees a target and a training date. It builds the Competent step of the check:
At least two of these are in place for each partner: a named owner on our side, agreed targets, and a schedule of training and visits for their salespeople.
Step 1. The partner list
| Partner | Share of our sales | Our owner | Target agreed with them | Training dates this year | Visit schedule | How many of the three |
|---|---|---|---|---|---|---|
| e.g. Regional distributor, 12 reps | 18% | State manager | Yes, by product group | March and September | Monthly | 3 |
Step 2. What to agree this quarter
For each partner with fewer than two of the three:
- Name one owner on your side.
- Agree one target for the year, by product group.
- Set one training date for their salespeople and a rhythm of visits to their branches or sales meetings.
Step 3. Count their sales as you count your own
| Partner | Territory | Sales this quarter | Target to date | Trend | Action |
|---|---|---|---|---|---|
Done when: every partner has at least two of a named owner on your side, an agreed target, and a schedule of training and visits.
Written for this check.
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.