---
title: "Distributors, This Is the Sales Manager You Need!"
description: "An excellent sales manager is a key force in channel development and maintenance, but what constitutes excellence differs between companies and distributors. What does a truly outstanding sales manager look like in the eyes of distributors? It involves being an insider with professional knowledge and industry experience, complementing the distributor's strengths, being a hands-on helper, a partner with charisma, and upholding professional ethics."
author: "叶敬明"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2017-01-20"
language: "en"
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original_source: "https://mp.weixin.qq.com/s/w4WjLhdNTIOCtGFYP7w0iQ"
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# Distributors, This Is the Sales Manager You Need!

> An excellent sales manager is a key force in channel development and maintenance, but what constitutes excellence differs between companies and distributors. What does a truly outstanding sales manager look like in the eyes of distributors? It involves being an insider with professional knowledge and industry experience, complementing the distributor's strengths, being a hands-on helper, a partner with charisma, and upholding professional ethics.

An excellent sales manager is a key force in channel development, growth, and maintenance. However, what constitutes excellence differs greatly between companies and distributors. What does an outstanding sales manager look like in the eyes of distributors?

**Insider**
Professional knowledge and industry experience determine the depth of communication a sales manager can achieve. Without solid technical expertise, one tends to watch the spectacle rather than understand the essence. The business advice offered to distributors is often based on personal feelings or logical deductions, making it hard to find actionable points. When facing customers' personalized needs, such managers lack confidence in mobilizing company resources, leveraging distributor experience, and persuading customers to accept solutions. They often resort to passionate argument or relationship lubrication.

In contrast, an insider sales manager's core value is already formed before the solution is presented. What remains is merely secondary value, such as gaining approval and making minor adjustments.

**Complementarity**
With intellectual spark, responsibility, courage, vision, and influence, an excellent sales manager is neither a company-appointed envoy nor a distributor's confidant. They complement the distributor, together taking root, sprouting, and bearing good fruit in the industry or regional market.

So, should an excellent sales manager be a role player or a本色 actor? Some sales managers cling to their own ways, freely displaying their true nature, thinking this is the display of sales skills. But **an excellent sales manager plays a role, finding complementary areas based on the distributor's characteristics.**

Habits may need adjustment; what one believes is right may need re-examination; what one is unwilling to do must be endured and appreciated. The process of complementing the distributor is also a new professional journey of self-renewal for the sales manager.

**Helper**
Handling objections, solving practical problems, being down-to-earth, helping develop customers, training skills, planning with vision, guiding people, and being a compass—wow, that's eight items listed at once. Clearly, distributors desperately want a good helper.

The first five items are visible help most closely related to the distributor's performance. Being able to fight and win battles—an excellent sales manager should learn from Zhao Gang in "Bright Sword" and become a good deputy to the fierce general Li Yunlong. **At critical moments, they must also turn the tables and pull the deviated distributor back onto the right track.**

The last three items test the sales manager's strength and charisma. Being able to enter the kitchen and help distributors with specific business operations is strength; being able to enter the living room and win the distributor's cooperation and respect in business planning, process guidance, and tacit cooperation is charisma.

**Partner**
Passion, diligence, efficiency, fairness, principle, efficiency, and affinity—an excellent sales manager wins recognition from distributors on a personal level and resonates with them emotionally. Distributors like to work with lively sales managers who have brains and a big-picture view. Cold-blooded "rent collectors" who only talk about principles and results are not well received.

A sales manager with education, meticulous thinking, and experience in large enterprises, when cooperating with "old-fashioned" distributors, can generate warmth between people—this is rare and valuable.

**Lowering oneself, taking the distributor's business as the direction of one's career, and letting lofty ideals land at the distributor's place.** Sales managers who are always on the road—do they want to be a "village official" for a while, or a "village manager" who fights alongside distributors for the long term?

**Professional Ethics**
Responsibility, keeping promises, credibility, matching words with deeds, and investing thought—these five requirements are indeed quite high. The sales manager profession has always valued external numbers, but rarely has time to inquire about internal character.

What one possesses and what one accomplishes—these successful results all come from "who I am." Professional ethics are like the chassis of a car. They are not as eye-catching as the engine, gearbox, interior, or exterior, but driving safety and pleasure are closely related to them.

**Conclusion**
The professional ethics of an excellent sales manager lie in selflessness: setting aside one's own desires, activating the distributor's hopes, and reaping the company's expectations. With a heart to serve distributors and achieve sales success, virtue comes before talent. Such an excellent sales manager will surely be regarded as a treasure by distributors.

-END-

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