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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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Losing Your Best - A Real Risk "Escaping" Workers - Subject of National Concern
Copyright 2004

A growing chorus of concern has occupied the attention of business news writers for the past several months-workers, pinned in place by the depressed job market over the past few years, seem poised to run from their employers at the first light of an improving job market!

A recent study by Florida-based Spherion, indicates the scope of the problem: Their study found that 51% of the 3,000 workers in their sample wanted to leave their jobs, and 75% of those indicated that they were likely to leave in a year or less.

If your company were to lose even 25% of its workers in the next year, how would it affect you? How would you replace them? Deepening the concern is long-standing research that shows that your best employees are usually among the first to leave-they have more options!

While you are working to retain your best, consider these options: Measure their characteristics-if worst-case scenarios turn into reality, at least you will know what you are looking for in a replacement. Use the results of this program for career planning-good people are less likely to leave, if they can see a clear plan to move upward in your business. Use this knowledge to help you offer internal promotions when positions do come open. The more your employees see that you are committed to keeping and improving existing staff, the better your chances for improving retention. Finally, invest in improving your managers-most studies show that people don't leave jobs-they leave managers!


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
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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."
 
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