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The State of Sales in Wholesale Distribution

… and a Smart Path Forward

Most distributors rely on outside sales as one of their primary growth strategies; sales compensation is often one of the biggest expenses for these companies. In order to get a strong return on this investment, a distributor must design a sales structure that is optimal based on its industry verticals and business model.

In this report, sales transformation expert Mike Kunkle describes how distributors can design, implement and manage the right sales force for them. He also discusses the disruptive forces driving change and the challenges he consistently sees in the market with distributor sales forces.  

Mike offers proven advice about how to: 

  • Determine your current Sales Effectiveness Maturity Level (meaning: your personal “State of Sales”)
  • Start with strategy to define the best path forward
  • Select a sales model and design a go-to-market tactical plan to optimize results
  • Execute that plan with discipline to achieve your desired outcomes


Mike Kunkle

Mike Kunkle
Sales Effectiveness Expert

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About the author:

Mike Kunkle

Mike Kunkle

Mike Kunkle is a recognized expert on sales enablement, sales effectiveness and sales transformation. He’s spent over 27 years helping companies drive dramatic revenue growth through best-in-class enablement strategies and proven-effective sales transformation systems. In doing that, he’s delivered impressive results for both employers and clients. Mike is the founder of Transforming Sales Results, LLC and works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he designs sales training, delivers workshops and helps clients improve sales results through a variety of sales effectiveness services. Mike collaborated with Doug Wyatt to develop SPARXiQ’s Modern Sales Foundations™ curriculum and has authored SPARXiQ’s Sales Coaching Excellence™ course, a book on The Building Blocks of Sales Enablement, and collaborated with Felix Krueger to develop The Building Blocks of Sales Enablement Learning Experience.