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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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Assess Our Managers or
Management by Assessment?

Copyright 2004

Multi-rater feedback has a long and checkered history - some historians indicate that it may have been a routine process for assessing leaders as far back as the Roman Empire, where their armies used a multi-rater process to choose leaders for the coming battle!

In the 1980's and 1990's, the use of multi-rater feedback blossomed in North American business, and the process acquired another name, 360-degree feedback. Jack Welch of General Electric endorsed the process and the name in the early 90's, giving it even wider popularity.

Unfortunately, even though they share the name, not all 360-degree processes are created equal, and many have not even undergone basic validation and reliability research. It is this wide variability in approach, administration practice, validity and reliability that produces the equally wide variability in results, often giving the entire process a bad name.

360's also embody another challenge: Once you have feedback, what (positive steps) do you take to insure that the manager and performance improve as a result?

While the field is crowded with contenders, it can be narrowed quickly, if the following criteria are applied:

  1. Does the instrument meet the Department of Labor's basic criteria for selecting an assessment (validity, reliability, non-discriminatory?)

  2. Is it easy to administer, read, and understand?

  3. Does it provide for flexibility in the numbers and categories of raters (for example, can 2 "bosses" be reported?)

  4. Does it measure alignment between critical skills expectations of the boss and the manager?

  5. Does it guarantee the anonymity of the Direct Report raters?

  6. Can you easily obtain a report that measures change across time, with two 360 assessments?

  7. Can you obtain an Executive Summary that shows senior management a top view of the entire organization's management skills?

  8. Does it provide a guide for effective planning of training and development efforts?

  9. Does it provide for control of opportunities for free-form comments?

  10. Does it offer a structured and proven, self-directed tool to help a manager improve each skill set?

  11. And, if it offers all these things, is it priced within the reach of almost any business that can afford to have a manager-but can't afford to have a bad one?
By this time, you probably suspect where this is headed: Profiles International has released the latest version of their 360-based product, The CheckpointTM System! This complete assessment and training system is designed "from the ground up" to meet these challenges.

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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