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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. more info
Make Your Resolution for 2005 - Better Hiring!
Copyright 2004
Reviewing last year, many of us will find that we did not pay much attention to our hiring process-because we were not doing much hiring! Looking ahead, whether we are already hiring, or will begin soon, we have an opportunity to make our businesses better for many years, just by improving the process of hiring. Here are some suggestions for improvement:
Take your time, make a good choice. We tend to respond to the
pressures of needing to hire, by rushing the process, often leading to a
poor decision.
Hire for fit, train for skill. 80% of hirings are for skill, and
80% of failures are for lack of job fit.
Focus on retention. People rarely leave a job, they usually leave
a supervisor. Train your key people to manage properly, and retention will
improve.
Resolutions are easy to make, hard to maintain, and often difficult to establish as habit. Make this resolution the exception to the rules, and your business will enjoy reduced turnover, improved productivity, and higher profits!
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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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:
more specialized
more directable
more flexible
more professional
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."
