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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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Measure Your People With
The YES Yardstick Copyright 2004

Employee evaluations are the central topic of hundreds of books and thousand of articles. The schemes and systems run the gamut, from complex and mathematical, to simple and commonsense.

Here is one that you can do quickly and efficiently. If you just tabulate the results as a percentage of "YES" answers, you can gauge your success in hiring and retention in a way that's meaningful and easy to understand.

Consider employees who have been with you for a year or more. On balance, are you happy that they are working for you?

If you asked them the same question, anonymously, what would their honest answer be? It takes a pair of "yes" answers to count as a "YES" score. Count those with under a year as "NO":

    a.. 25% YES scores: about average-you can do better!
    b.. 50% YES is above average, but leaves lots of room for improving
    c.. 75% YES is the "gold standard"-you're doing things right, and can beproud of it!

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."
 
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