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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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Job Growth Low - Productivity Up
Jobfit is Pivotal Factor

Copyright 2004

As the first quarter wound to a close, the government not only reported meager job growth for March, but also revised the already-anemic numbers for the preceding two months-downward.

While economists debated whether the numbers were accurate, many maintained that the methodology missed the thousands of new microbusinesses being created by former employees turned entrepreneurs.

Given that Gross Domestic Profit continued to climb out of proportion to job creation, it was easy for most analysts to agree on one conclusion: Productivity of the North American worker continues to climb.

As you analyze your own business, and plan for the future, consider the implications for your own competitive environment:

  • Your competitors are probably becoming more efficient.
  • Your own profitability would increase if you could increase output without increasing head count.
  • Your existing staff is the best place to look for sources of increased productivity.
Research has consistently shown that better JobFit results in increased productivity, and that improving JobFit within a business requires an ongoing process of measurement and action.

The old maxim of management, "If you don't measure it, you can't manage it" applies especially well to the concept of JobFit. Generally, we can't see, touch or smell it, without a measuring instrument.

With ample evidence that JobFit is crucial in the productivity equation, and clear indications that productivity is central to remaining viable and competitive, the case is more compelling than ever: Now is the time to measure, manage, and improve JobFit throughout your business.

Consult with your The DaCo Corporation, and analyze your current JobFit improvement program. Are you getting the best return on your efforts? Where else can you apply the program? How can you build a business where JobFit is a central goal of management? Increased productivity and competitive advantage are the payoff!

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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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
3736 West River Drive Comstock Park, MI 49321, toll-free 1.800.331.1287, fax 616.451.9412
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