Struggling with Ineffective Sales Leadership: How Do You Create Effective Sales and Distribution Policies?

I have been asked to formulate certain sales and distribution policies for my company in consultation with the Sales Head, who has proven to be quite ineffective. Can anyone please help me with some policies for sales and distribution that they may have?

Creating a Comprehensive Policy Document

You need to create a policy document that covers the following:

- Role of each player in the value chain
- Product rate card
- Commission structure
- Incentives
- Returns and refunds

For agreements with distributors, the document should cover:

- Territory
- Exclusivity (if any)
- Validity of agreement
- Termination clauses
- Arbitration clause

A simple document that covers your intent and addresses all points which frequently have FAQs around them will suffice.