We want to thank Sustainable Sanitation Alliance (SuSanA) for hosting the webinar on ‘How to sell Sanitation Successfully and to Scale’ and Yi Wei for the knowledge she shared from her impressive work as iDE’s Global Wash Director.

Five key mistakes in building sanitation sales capability: Scott Roy, Whitten and Roy Partnership

For market based approaches to work well, they require effective sales planning, recruiting, training, sales management, and other relevant business acumen. Scott Roy, co-founder of Whitten & Roy Partnership, is a leader in sanitation marketing globally and will share with us five key mistakes that are made when building sanitation sales capability: · Recruiting the wrong people to sell· Failing to train sales people and managers adequately· “Pitching” and trying to convince people to buy· Promoting the best sales person to sales manager· Planning and managing territory haphazardly

Direct sales strategies to reach accelerated scale: Yi Wei, iDE

Like many organizations, iDE looks at the market at both the individual enterprise level, and beyond; seeks to correct systemic market failures through interventions like R&D, capacity building, and value chain development. Yi Wei, the Global WASH Director of iDE, which has facilitated the sale of over one million WASH products, will discuss how a market-based NGO has used direct sales strategies to reach accelerated scale.

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