Reviewed By Bob Boyles, President Smarter Distribution


Books by consultants seem to come in two different flavors, those that take the simple and make it complex and those that make the complex simple. For my money I believe that the latter are the books that give you the most benefit for your money. Dave Kahle has written just such a book about sales management for wholesale distribution companies. “Transforming Your Sales Force for the 21st Century” conveys some simple yet powerful messages about the future direction of the industry and how wholesalers are going to need to adapt the structure of their sales force to prosper in the coming environment.

Dave’s advice is straight forward and concise. Having worked at a wholesaler myself and fought the very same battles he describes it is obvious that he has taken his years of experience from working with wholesalers on improving their sales efforts and created a systematic method for wholesalers to adopt. My only regret is that the company I worked for didn’t have this book years ago.


I would recommend this book to anyone that manages a sales force within the wholesale distribution industry.


Transforming Your Sales Force for the 21st Century

By Dave Kahle

Learn more here