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
Resources for the Distribution Channel
The DaCo Corporation has served the distribution channel for over 15 years, focusing on resources and systems to help you grow your sales and educate your people. We have created a wide variety of resources to help distributors, manufacturers, associations and publications. Dave Kahle, DaCo President, is one of the country's most widely recognized distribution channel experts.
Distributors If you are a distributor interested in sales development, click here! We have created a number of
resources, services and products dedicated to help distribution companies increase their sales.
Manufacturers DaCo believes that distributors exist, in part, to serve the manufacturers they support. If you are a
manufacturer who sells through the distribution channel, click here.
Association Executives Dave Kahle offers a wide variety of resources for association executives. If you represent an association, click here.
Publications & Editors Dave writes a monthly column, has authored five books and has been published over 500 times. If you
are a publication, editor or website looking for content, click here.
If distributor salespeople are going to be effective in the 21st Century, they
need to master the disciplines taught in this program. Use this premium
program to teach them the skills to give them a competitive edge.
Designed to be used by individual salespeople as a stand-alone tool for
improved performance or as a series small group training sessions.
Participants will learn...
How to Organize Themselves
How to Build Relationships
A Set of Master Sales Skills
How to Manage Themselves
How to Work Smart by Planning and Preparing
A Process to Continually Improve Themselves
The package consists of:
10 audio-cassettes
A 70 page resource guide that contains worksheets, templates & forms.
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."
The tool kit of the successful salesman is always open to new additions. Many of these come in the form of questions to be answered - answers given - lessons learned - obstacles overcome - and insights gained from problems solved.
This is a powerful and timely addition to every sales tool kit that you can read from cover to cover - or use as a daily reference tool for reviewing specific topics that fit your needs for a particular customer or occasion.
It's like putting Dave Kahle's wisdom inside your head whenever you need it. The topics are specific and right to the point - with questions and answers to complete the learning and support cycle of this dynamic format.
How to Excel at Distributor Sales - In the New Millennium
