Transforming Your Sales Force for the 21st Century

1. Introduction

2. Why should the sales force of the future be any different than today’s?

3. What might the future sales force look like?

4. See it as a system.

5. Initiative number one: Create new measurements

6. Initiative number two: Study your customers

7. Initiative number three: Demote some customers

8. Initiative number four: Consider specialists

9. Initiative number five: Create specific expectations

10. Initiative number six: Revise your sales compensation plan

11. Initiative number seven: Take the next step in sales force automation

12. Initiative number eight: Train your people in the basics

13. Initiative number nine: Encourage the quest for mastery

14. Initiative number ten: Regularly replace the reticent

15. Where to from here?

16. Resources

 
     
 
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
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