So you're building your sales team. Hiring, training, monitoring, mentoring, evaluating…these are words that will quickly fill your days and nights.

Firstly, congratulations. Because it means you are scaling- you have a product market fit and now growing customers to grow revenue. Great place to be in .

Now, If you’ve handled a sales team before, this is good fun. Meeting candidates, hearing their sales stories, evaluating their fit to the company, assigning roles and responsibilities, compensation discussions, incentives, team building, culture. Wow, its great fun.

As India embarks on its ambitious plan to become a 5 trillion USD economy, the backbone of this growth will be the MSMEs - Micro, Small & Medium enterprises. They have an innate understanding of how businesses work. They have been through many, many cycles of growth and decline, and most importantly, thrived.

In the previous blogs, we discussed Capital and Proper Dimensioning. In this blog, lets discuss Product Story.

A product story has two parts. The story that is told to get the product on the shelf. The Sell-in Story. And the story that is told to get the product of the shelf. The Sell Out story...

For an offline sales system, dimensioning helps us look at how much resource we are allocating to the distribution task and what is the return on this investment for this resource.

Sales and Distribution is a process, starting with sound distribution principles leading to the right Sales. Sales is an output. The distribution effort is the input. If you get the distribution effort right, sales will follow. Read on.....