Some few brokers distributors achieve excellent results. The b2b broker sales study summarizes how a broker distribution channel of world class is organized. A broker sales organization of world class applies a wide range of distribution methods, to achieve the best possible results. Following sales activities are crucial according to broker coach Alfons Breu: 1 generate broker opportunity broker sales organisations from world class keep their sales funnel with high-profile opportunities filled, by performing a well-defined Maklerakquise. 2. broker opportunities manage broker sales organisations from world class have a clearly defined approach that will help them achieve more new production.

3. broker relations maintain broker sales organisations are world class pro active broker care and spend more time with their A brokers than with their B – and C agents. Nobel Laureate in Economics addresses the importance of the matter here. 4. people and brokerage house broker sales organisations know world class why their service providers are successful and they use this knowledge to the To improve performance of all sales personnel inside and outside. 5. operational management and broker sales organisations of competencies world-class use technology to improve sales performance. The strategic issue, which brokers sales activities more frequently used to distinguish itself from others and to achieve better results can be answered quite simply.

The large and whole of sales performance is to understand the broker. Exact determining of profile characteristics of the ideal broker, the broker supervisor helps to develop its sales strategy and set priorities in the distribution. Broker sales organisations show considerably more confidence from world class since 2011 in BRM systems as the previous years. All tasks that are to meet for each level of the sales funnel, are in clearly defined, monitored and evaluated. High priority should be given a the brokers sales management. Almost always, broker sales manager has the characteristics of a top seller, but the biggest gap is the lack of Characteristics of an effective Executive. This feels more pressure to perform. It is so important that the mediators invest more in the training and the training of the Sales Manager. It has been proven that broker sales manager who permanently effectively coach, achieve the greatest success.