3 Critical Roles in a Promotional Products Distributorship: The Architect, the Sales Driver, and the Nurturer

Last updated: 01-12-2019

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3 Critical Roles in a Promotional Products Distributorship: The Architect, the Sales Driver, and the Nurturer

How do you get from $500,000 to $1 million in sales? How do you grow from $1 million to $3 million? What does it take to get to $10 million? This is the focus of our new series entitled, “The Path to $10 Million.” Our purpose is to provide insights for your entrepreneurial journey by sharing articles, tips, interviews, and a plan on how you can get to your first $10 million in sales. Our last article discussed working within your strengths, today’s article helps clarify the roles that you can fulfill in your business to lead your organization to success. 

There’s a false notion in our industry that the role of a salesperson is more critical than that of a production person or an inside sales rep: nothing could be further from the truth. The industry is too intricate and complex to consider any one role indispensable. Lose a critical support person, and you’ll quickly get a crash course in teamwork!

Moreover, in any business, there are internal leaders and external leaders. External leaders lead by title, they lead the organization because that’s their job (CEO, Director, Manager). But there are internal leaders as well, people who lead from within. The leadership they provide might not be specified on their business card, but they are influencers, change agents, and positive forces for the future of the business.

The first post in our Path to $10 Million seriesfocused on identifying your unique value to the business. Today’s article helps define a few of the critical roles in virtually every promotional company regardless of their stage of growth. These roles can lead to your own personal fulfillment (discovering which role you prefer) as well as provide a guide for ensuring that you have key team members in these positions as you grow.

There are three critical roles in the promotional products industry:

Knowing your role can help you build a team that is well balanced and complimentary, for example:

Coach Phil Jackson, winner of eleven NBA titles, knows the power that each unique role plays on a team, he once said that “The strength of the team is each individual member. The strength of each member is the team.” The sales driver, the nurturer, and the architect are critical and interdependent roles that provide a foundation for a strong distributorship. Understanding the three critical roles not only helps you recruit and train the right people for the right position but can provide clarity around which role you choose as a leader.


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