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Transforming Your Sales Force

Transforming Your Sales Force for the 21st Century
The book, written for sales managers and executives in the distribution industry, provides a blue print for executives to transform their sales forces into highly directable, effective, focused performers.
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Winds of Change
Do You Have Everything Tied Down?

Copyright 2004


As the new year unfolds, it seems clear that the economy is gradually improving, and that new jobs are being created. It's equally clear that this year's scene is likely to be different than the one we enjoyed at the end of the 'roaring 90's'. It will bring new challenges, as well as some old and familiar ones.

Among the old friends:

  • The challenge of selecting good employees as we increase our hiring.
  • Maximizing the opportunity to match our people, new and old, with jobs that fit.
  • Providing management that maximizes our output and profit while retaining our best people.
  • Building teams that actually work.
  • Using the information we have to coach our people to realize their maximum potential in their jobs.

New challenges?
  • Stemming the predicted tide of job-jumping as employees perceive themselves as having more freedom to change employers (especially those who perceive themselves as having suffered during an era of downsizing and increased workloads.)
  • Finding qualified people to keep up with expanding business.
  • Sustaining our improved productivity (a byproduct of lean times) while growing to meet new demand.

To meet these challenges, new and old, business leaders will need good, solid information about their people.

In part, that information can come from experience, performance reviews, and observation of people at work. For better management, though, it will be hard to beat the precision and depth of information available through the use of valid, reliable assessment tools. As you gear up to take advantage of your coming economic opportunities, review your information sources, and consider what a well-designed assessment program could contribute to your success.

Dave Kahle offers a variety of resources that can help your business stay competitive in changing times. To learn you can reach Dave by phone at 800-331-1287 or send him an email request.

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Transforming Your Sales Force for the 21st Century
Transforming Your Sales Force for the 21st Century
Buy it now!
Only $69





Distribution companies, by their nature, should be sales-oriented companies. But, most distributors don't do sales very well. That's the premise behind this new book.

The book, written for sales managers and executives in the distribution industry, provides a blue print for executives to transform their sales forces into highly directable, effective, focused performers.

The book begins with an analysis of current conditions that pressure the distributor to revise the way he/she thinks about his sales force. Kahle then paints a picture of the distributor sales force of the future. The sales force will be:
  1. more specialized
  2. more directable
  3. more flexible
  4. more professional
  5. more productive.
His advice begins with "See it as a system," a concept that is based on one of the key principles for the book, "When you change the structure, you change the behavior of the people who work within that structure."
 
Copyright © 2007 Dave Kahle & The DaCo Corporation, All Rights Reserved
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