Don’t Drive Away Opportunity: Why Territory Protection Matters in Distribution Deals

I’ve seen it happen too many times: a potential distributor offers to handle marketing and sales for a supplier’s product but walks away when asked for standard protections like territorial exclusivity

Here’s a recent case:

A reseller approached a supplier who had no presence or brand exposure in their market. The reseller offered to build the brand, do the marketing, and drive sales but understood that market investment without territory protection is a losing game.

The reseller asked: “Will you guarantee me a protected territory so I can invest in growth?”

The supplier refused, saying, “Anyone can buy from us.”

The result was that the reseller disengaged, and the opportunity evaporated.

If that supplier now wants to be in that market they have to invest time, money and resources whereas if they had gone with the reseller, they just needed to wait for the orders to come in.

 

Without clear territory or customer protection, resellers:

• Compete against each other as well as the supplier, creating friction and internal conflict
• Lose the motivation to invest time and capital because there’s no assurance of ROI
• Risk undermining the brand, pricing consistency, and strategic focus due to cart-hopping customers
• Unless the reseller is getting a great discount it is hard for them to complete with the supplier

 Research shows that explicit territory agreements boost reseller commitment and marketing performance, while reducing friction and risk.

 

My view

If a distributor is willing to invest in your product, give them the room to breathe. That means:

• Defining territory or segment exclusivity
• Aligning on roles and responsibilities
• Building trust through transparent agreements

You’ll unlock market energy, avoid internal conflict, and create real growth. Letting “anyone buy” may seem open but it actually closes the door on serious partners.

 

I’d love your take:

Have you walked away from distributor deals due to lack of protection?

How do you define and protect territories in your distribution channels?

What guardrails have you found effective for aligning goals and performance?

Let’s unpack this, your insights can help others avoid missing out.

Are You Prepared or Accepting "It Is What It Is"?

“It is what it is.” Too often, that’s the reaction I hear from businesses forced to shut down during a power outage. Yesterday I spoke with one: they resigned themselves to downtime no power, no customers, no operations. But here’s the truth they didn’t expect with the right backup power systems, this was entirely avoidable. 

Power is no longer optional as it’s the lifeblood of every operation:

• Even short disruptions can corrupt data, damage equipment, or stop sales. Unplanned downtime can hit businesses with tens of thousands in losses per hour depending on the business.
• Weather events are increasingly frequent, with outages doubling nationwide since 2017.
• Car accidents are a common cause of outages. They are unpredictable, can last for several hours and often require a second or third outage to complete the permanent repair.

The good news? There’s no such thing as “one solution fits all.” However, if you run a café, a clinic, a co‑working space, or a warehouse there are UPS units, generators, even solar-hybrid systems to suit every scale and budget.

 So, let’s rethink that “it is what it is” mindset. Managing risk isn’t just about accepting threats, it’s about preparing before they hit. Resilience starts with having options like:

• Short-term UPS systems for clean shutdowns
• Permanent or rental generators for sustained power
• Hybrid set-ups that leverage solar and battery storage

 Today’s outage may be tomorrow’s norm, but you can choose to be prepared.

Contact us to explore what backup approach fits your business or go to our Critical Backup Power page for more information.

Sales Team Roles: Boost Performance & Avoid Burnout

Sales teams often underperform when individuals stray from their core responsibilities. This misalignment of roles leads to missed targets, burnout, and lost revenue. As an expert sales manager, I've seen how crucial it is for every team member from Sales Development Representatives to Managers to be empowered, accountable, and focused on their strengths.

The common mistake is role creep, where:

• Sales Development Representatives start closing deals, neglecting lead generation.

• Account Executives get bogged down in data entry, losing valuable selling time.

• Managers micromanage deals instead of coaching and strategizing.

• Sales Operations personnel divert to business development, neglecting process efficiency.

This misalignment significantly impacts close rates, sales cycles, and team morale.

Why Staying in Your Lane Improves Sales Performance:

• Higher Sales Quota Attainment

• Streamlined Efficiency

• Increased Motivation and Retention

• Focused Professional Development

• Scalability and Predictability

To realign your team, audit activities, reallocate tasks, clarify expectations, coach to role, hire strategic gaps, and monitor progress. Role clarity isn't a luxury; it's an operational imperative that transforms your sales engine, leading to higher performance and sustainable revenue growth.

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View the full post on the Josty website to learn more!

Unlock New Markets: Fuel Your Business Growth

 

Unlock New Markets: Fuel Your Business Growth

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New market opportunities are the engine for sustainable business growth, found by researching needs, listening to customers, and innovating your offering. This guide offers practical steps to spot and seize these chances, ensuring your business thrives in today's fast-paced economy.

Finding and accessing new markets means identifying any unmet demand your business can profitably solve. This includes:

• New geographical markets (local or international)

• New customer segments (e.g., Gen Z, SMEs)

• New product categories or service lines

• New partnership channels or sales models

• New trends or emerging demands

To achieve this, strategic market research is crucial to understand competitors, identify gaps, assess demand, and confirm your ability to compete. Leverage your existing strengths, as scalable moves often come from extending what you already do well. Listen intently to your customers to uncover insights, then innovate purposefully by validating opportunities and testing with pilot programs. Always test before launching fully to gauge interest and gather data. Finally, expand distribution and marketing channels with tailored messaging and partnerships to reach new segments effectively.

Smart companies grow strategically by listening, testing, and refining, unlocking new markets where they deliver real value.

View the full post on the Josty website to learn more!

Boost Sales: Essential Product Knowledge for Success

 Why Product Knowledge Is the Foundation of Sales Success

As an experienced sales manager, I've consistently seen a critical flaw: salespeople trying to sell products they don't truly understand. How can you sell with confidence if you lack this core knowledge? This post is for any professional looking to sharpen their sales edge, revealing why a lack of product knowledge can be the root cause of struggling to close deals or retain clients.

The common mistake is trying to shortcut sales without deep product understanding, which destroys trust, creates buyer hesitation, and exposes businesses to risk. When a salesperson truly knows their product, their confidence increases, communication becomes clearer, and they gain the crucial trust of increasingly informed and skeptical customers.

Every salesperson should master:

• Core Features and Benefits

• Technical Specifications (if applicable)

• Common Use Cases

• Competitive Differentiators

• Limitations and Constraints

• Pricing Structure

• Success Stories and Testimonials

Lack of product knowledge leads to lower close rates, longer sales cycles, and missed opportunities. To improve your team's expertise, create structured onboarding, run monthly deep-dives, use real-world scenarios, encourage shadowing, and incentivize learning. Great sales professionals own their product knowledge, making their pitch authentic and impactful.

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View the full post on the Josty website to learn more!

Remote Work Benefits: Boost Productivity & Reduce Stress

Remote work is more than a trend; it's a strategic advantage for roles that allow it, offering significant gains in focus, flexibility, and output. As a remote-working consultant, I've experienced firsthand the enhanced clarity and freedom it brings to both business performance and personal well-being.

Here’s why remote work is a powerful strategy for both employees and employers:

• No Commute = Less Stress, More Time: Eliminating the daily commute reduces stress, fatigue, and enhances work-life balance. I start my day more focused and end with more energy, working when most productive.

• Fewer Office Distractions = Sharper Focus: Remote work provides control over your environment, allowing for uninterrupted "deep work" blocks that lead to sharper thinking and higher-quality output.

• Flexibility = Better Work-Life Integration: It's about working smarter, not less. Remote work enables managing errands, flexible hours, and being more present for family, without sacrificing productivity.

• Remote Work Supports Business Mobility: The ability to work from anywhere—whether traveling for clients or research—allows for faster responses, broader networking, and the agility to seize spontaneous opportunities.

• Reduced Overheads for Businesses: Employers can significantly cut costs on office rent, utilities, and equipment. Plus, it opens hiring to a global talent pool, securing the best person for the role regardless of location.

• Increased Autonomy and Responsibility: Remote work fosters ownership, motivation, and stronger time management, as individuals are trusted to manage their tasks.

• Mental Health and Wellness Benefits: It mitigates burnout by allowing personalized work environments, healthier routines, and regular breaks, leading to improved mental clarity and soaring output.

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Remote work is about trust and doing work in a way that suits the task and the person. For roles where it fits, it's the smartest option for productivity, well-being, and long-term sustainability.

View the full post, Why Remote Work Boosts Productivity and Reduces Stress on the Josty website to learn more!

Unlock Sales Growth: Effective Sales Management Secrets

Why Sales Management Fails (And How to Get It Right)

Sales management is about much more than just hitting targets; it’s about nurturing capable, consistent, and confident teams. Many businesses stumble because they mistake a great salesperson for a great sales manager. True sales leadership hinges on structure, coaching, accountability, and a clear strategy. At Josty, we specialize in helping businesses build robust sales systems that deliver sustainable growth, not just fleeting wins.

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What Exactly Is Sales Management?

Sales management is the art and science of leading, developing, and guiding a sales team to achieve core business objectives. This includes setting ambitious yet attainable targets, meticulously managing sales pipelines, providing impactful coaching to representatives, and ensuring sales efforts are perfectly aligned with broader business strategies.

However, great sales management goes deeper. It cultivates a thriving culture of high performance, unwavering trust, and continuous improvement, empowering every team member to excel.

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Common Reasons Sales Management Falls Short

Based on extensive experience, here are the most frequent pitfalls we observe:

• Weak Leadership: Some sales managers shy away from accountability, offer no clear structure, and lack direction. They demand results without providing the necessary guidance.

• Lack of Coaching Culture: Sales representatives are often left to "figure things out" independently instead of receiving structured mentorship. There's a notable absence of constructive feedback, practical role-playing, and consistent skill development—just relentless pressure.

• Confusing Sales Prowess with Leadership Ability: High-performing sales reps are frequently promoted into management roles. Yet, being an exceptional seller doesn't automatically translate into being an effective leader.

• Inconsistent Systems: Critical tools like CRM go unused. Pipeline tracking is nonexistent. Activity benchmarks are undefined. Without consistent systems, evaluating performance becomes pure guesswork.

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The Three Pillars of Effective Sales Management

To build and sustain a high-performing sales team, effective sales management must focus on these crucial pillars:

• 1. Clarity:

  • Clear targets, expectations, and Key Performance Indicators (KPIs).

  • Well-defined processes and distinct pipeline stages.

  • Team alignment with overarching business goals.

• 2. Consistency:

  • Regular weekly check-ins and structured monthly reviews.

  • Measurable activity tracking and transparent progress mapping.

• 3. Coaching:

  • Dedicated skill development through targeted training and one-on-one mentoring.

  • Engaging, real conversations that go beyond typical performance reviews.

  • Cultivating a growth mindset that permeates the entire team culture.

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What Defines Good Sales Management?

Truly great sales managers possess a distinct set of qualities:

• They understand how to lead people, not just how to report numbers.

• They actively build confidence, resilience, and capability within their team.

• They are hands-on, strategic, and articulate clear expectations.

• They drive predictable, repeatable sales outcomes.

• They have a deep understanding of their team, individual roles, and the overall sales plan.

• They possess comprehensive knowledge of their customer base.

• They intimately understand the business itself, including its strengths and weaknesses.

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Real-World Failures: Lessons Learned

I've witnessed firsthand companies where sales management was a significant weakness. Teams felt unsupported, managers evaded accountability, and valuable deals slipped away due to poor follow-up or ambiguous goals.

In one instance, a manager couldn't even determine the stage of half the ongoing deals because there was no effective tracking system in place. In another, sales reps became demoralized because they received no training or feedback—only constant pressure.

These failures are entirely avoidable with the right approach.

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Final Thoughts: Effective Sales Management Fuels Growth

If your business relies on a sales team, strong sales management isn't merely an option it's absolutely critical.

It's the defining difference between isolated wins and sustained, long-term growth. It's the difference between losing valuable staff and retaining top talent. It's the difference between confusion and confident, focused execution.

At Josty, I partner with business owners, sales leaders, and growing teams to construct practical, scalable sales systems that not only work but continue to deliver results consistently.

➡️ Ready to elevate your sales leadership and drive tangible growth? Let's start with a conversation.