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Power Transmission Distributors Association is...

more than 370 power transmission/motion control distribution and manufacturing companies, representing over $16 billion in product sales.

Resources | Executive Management Resources | Sales Training & Management

Sales Training and Management

Managing the sales function is a critical skill for the success of distributors and manufacturers in the power transmission/motion control (PT/MC) industry. Sales management entails:
  • Defining desired corporate results 
  • Working with business partners to ensure goals of both organizations complement one another 
  • Determining the specific activities required to achieve company and partner objectives 
  • Implementing a compensation plan that motivates salespeople to achieve corporate objectives 
  • Providing needed training and coaching to enable salespeople to meet their goals 
  • Establishing appropriate monitoring systems to ensure activities are taking place 
  • Measuring results

The responsibilities of salespeople in the power transmission/motion control distribution channel are fundamentally changing to meet both customer and supplier demands.  New roles and expectations demand that salespeople become consultative sellers who:


  • Understand fundamentals and values that drive the customer’s business and production processes
  • Document the value their products and services deliver
  • Master the techniques needed to negotiate and close the sale

PTDA’s sales resources offer distribution-specific insights to increase sales, improve profits, build rapport and improve customer relationships.

Access more information about PTDA's sales management and training resources using the navigation or visit the PTDA Store.