Who owns the relationship? The salesperson or the business? #b2bsales

You think about the in person relationship and the online relationship, those two things need to come together as a brand relationship. Right as and if you're doing this right, and this is one of the struggles that wholesale distributors have had forever, and it's much more on the distributor side than it is on the manufacturer side, is that they're in a position where they've got their self in a spot where the relationship is owned by Joe or Susie. That's the field salesperson. The salesperson should be the quarterback of the relationship that the organization has. So in a perfect world, XYZ Supply as a distributor should have a key relationship with ABC Manufacturing or XYZ Construction or Plumbing their customer. But the salesperson is role is the quarterback not to fully own all of the relationship.