Sales Tip: From distributor to manager

Jan. 20, 2016
Buddy Weaver is focused on helping his partners grow and develop as tool salesmen. And for them to find consistent and measurable success, he must continue to improve his skills as a manager.

With five full-time distributors on board and a company that saw significant growth in recent years, Mac Tools distributor Buddy Weaver is focused on helping his partners grow and develop as tool salesmen. And for them to find consistent and measurable success, Weaver says he must continue to improve his skills as a manager.

“The guys say I’m good at it, but I don’t give myself credit because I don’t know really any other way,” he says, noting that he often puts in 50 to 60 hours a week on the job. He explains his managerial style to his distributors: “You sell, and you collect. Take care of your customers. I’ll take care of you guys.”

His job responsibilities call for him to spend the first few hours of each day in his home office. Weaver calls each distributor in the morning to discuss their needs and assess their respective situations. He then undertakes and completes a number of tasks, such as adjusting inventory, accounting, building carts, and sending in tools for repair. About two-thirds of any given day is spent behind the wheel running errands for the business.

“There’s no real set schedule, though,” he says. “I don’t know what is going to happen in my day.”

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