Comprehensive Sales Training: Designed for Distribution.

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The Distributor Sales Leader Program

The Distributor Sales Leader Program is a dynamic instructor-led training experience built to equip sales professionals with practical strategies that drive top-line growth in a competitive market.

Through live instructor-led sessions, participants learn to uncover customer needs and deliver tailored consultative solutions. Built to serve all core sales functions—from counter and customer service to inside, outside, and leadership roles, the program supports complete sales team development.

This is more than sales training—it’s real-world career development that drives results.

6
Courses
Unlimited
Enrollments
Virtual
Sessions

Training Overview

Role-based training tracks that build key competencies across sales and customer-facing teams.

Solution-Based Sales (SBS)

A proven framework for turning customer conversations into measurable results. Participants develop consultative selling skills to identify needs and deliver value-based sales solutions.

Designed For

Outbound-focused roles: Outside Sales, Inside Sales (outbound), Marketing Associates supporting sales

Core Competencies Covered

  • Value & value propositions
  • Sales process & B2B buying journey
  • Verbal & nonverbal communication
  • Social styles & pre-call research
  • Active listening, discovery questions & role plays
  • Recommending solutions, features & benefits
  • Objection handling & commitment practice
  • Solution presentations, prospecting, and sales cadences

Structure

  • 7 virtual sessions, 3 hours each
  • 7-week duration (21 hours total)

Customer Service Training

Customer service and communication training focused on building loyalty, resolving issues under pressure, and contributing to overall growth, combining service principles with foundational sales concepts.

Designed For

Inbound-focused roles: Customer Service, Sales Support

Core Competencies Covered

  • Effective communication & emotional intelligence
  • Time management, prioritization & conflict resolution
  • CRM best practices & follow-up
  • Customer discovery & consultative selling
  • Cross-selling, upselling, and relationship management
  • Customer journey awareness & internal collaboration

Structure

  • 5 virtual sessions, 3 hours each
  • 5-week duration (15 hours total)

Sales Coaching

This two-session virtual workshop provides a practical coaching framework for front-line sales leaders. It focuses on accountability, feedback, and performance reinforcement through structured conversations and tools.

Designed For

Sales Managers & Leaders with direct reports

Core Competencies Covered

  • The importance of coaching in sales
  • Coaching barriers & opportunities
  • Structuring effective coaching conversations
  • Observing & guiding sales behaviors
  • Planning behavior change together
  • Following up & reinforcing performance
  • Using the DSL coaching guide

Structure

  • Two 3-hour virtual sessions (6 hours total) in the same week

Showroom Sales Training

Consultative selling and customer engagement strategies for showroom professionals. This course emphasizes in-person interactions, product presentation, and value-driven conversations that influence purchase decisions.

Designed For

Showroom Sales Reps, Product specialists showroom environment, Customer Experience Associates

Core Competencies Covered

  • Customer engagement & first impressions
  • Buyer types & communication versatility
  • Framing discovery around customer needs
  • Lifestyle & value-based selling
  • Benefit framing & storytelling
  • Objection-handling & closing techniques

Structure

  • 4 virtual sessions, 3 hours each
  • 4-week duration (12 hours total)

Counter Sales Training

Training for counter professionals on essential communication and service skills that strengthen customer loyalty and support repeat business.

Core Competencies Covered

  • Anticipating customer needs
  • Effective communication
  • Handling customer complaints

Structure

  • 3 one-hour virtual sessions

Advanced Account Management (New for 2026)

Professional account development techniques that enhance customer experience and deepen partnerships.

Investment & Enrollment

This program is best suited for any team member in a customer-facing or sales-related role, including:

  • Outside Sales, Inside Sales, Customer Service, and Counter Sales
  • Regional Sales Managers
  • Sales Leaders
  • Marketing and Operations professionals looking to better understand the sales function

Pricing Options

Grants training access and enrollment for your entire team.

Tier No. Of Employees Initial Investment Annual Subscription
Tier 1 > 300 $12,500 $7,500
Tier 2 100-300 $10,000
Tier 3 < 100 $7,500
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Meet Your Instructors

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What Participants Are Saying

  • The sales certification program has been phenomenal. The online format allows our team to be trained and use what they have learned in the field each week. The webinars have been beneficial for everyone in our company. There has been a great deal of learning, generation of leads and increased exposure on all our social media platforms.

    Doug Lara

    President, AGS Safety & Supply

  • I have been to many sales process seminars and classes. This one by far presented the most practical applications.

    Ed Woldman

    Account Manager, Safety Products Inc.

  • I had two sales calls this week where I used my training. I got the customer talking and was able to get more information out of them than I ever had before. It was great! Both meetings lasted an hour and I’m able to be a better partner to them because of the training. Thank you so much for all your help these past eight weeks. This class was a great benefit to me.

    Christine DiStefano

    Territory Manager, Mallory Safety & Supply