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
Sales
Training 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, 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, these resources are for
you.
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.
Looking for proven distributor sales techniques and training for your people in the unique challenges of the distributor sales process? The Kahle Way ® Distributor Selling System is the gold standard for sales training - proven effective in a variety of industries and sales forces.
Customization...
We can customize the system to your unique selling environment, and incorporate any existing forms, processes or CRM software.
Program Materials...
Every participant will receive a three ring binder full of over 100 pages of resource material -- slides, exercises, worksheets, graphs, formulas and articles designed to be a lifetime resource.
Your Choice of Training
You can train your sales force in the Kahle Way® Distributor Selling System in any of four different methods:
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.
