News & Media

When people think about sales leadership, they often picture someone chasing targets, measuring margins, and closing deals. They think about numbers on a spreadsheet, and in manufacturing, it’s easy to simply refer to sales leadership with regard to how many tonnes move in a quarter or what percentage market share is captured. Those things matter, yes, but they are outcomes, not the foundation.

The foundation of real, sustainable growth is relationships. And in our business, that means dealers.

Too many sales leaders fall into the trap of treating dealers like statistics. They walk into a meeting with a target in mind, focused only on closing the next deal. But here’s the truth I’ve seen over and over: if you show up only as a salesman and only through the lens of transactions, you’ll leave with little more than a sale. If you show up as a partner, you build something far more valuable.

Dealers are the backbone of Uganda Baati’s distribution network, and are the face of our brands in the communities, often the first point of contact for someone building a home.

When dealers grow, our business follows suit. That’s why it’s important to introduce initiatives to make 3their work easier and more rewarding; price stability, consistent product lines and support in areas like transport and marketing.

Companies that fail to listen risk being left behind, and the aspiration for any salesman is a culture of sales leadership that treats dealers as partners, values listening as much as speaking, and embraces innovation as a constant.

By Kopin Modi – Head of Sales