NAW National Association of Wholesaler-Distributors

Description

This book shows you—a distribution sales executive—how to build a stronger, strategic selling organization as well as how to lead your sales team to more proactive selling efforts that can increase your firm’s competitive advantage and, ultimately, its sales and profitability. We know you’re good; now, are you good enough to get better?

Sharpening Your Competitive Edge is written for experienced distribution sales professionals, the managers who lead them, and the executives who direct them. In it, Author Jim Pancero offers an in-depth discussion and evaluation of the seven strategic questions that can help you lead your sales team to success as well as how to identify and fix potential gaps in your sales team’s strategic selling skills and processes. Real-world distribution examples are also included throughout the book.
 

What Readers Have to Say

"Sharpening Your Competitive Edge demonstrates Jim Pancero’s relentless pursuit of key principles with specific action steps that every distribution sales executive should build into his or her organization. It focuses executives on their organizations’ health in the macro sense and serves as a quick reference for sales managers to find specific coaching points to help their sales teams overcome daily obstacles. It has earned a prominent position on my bookshelf, and we’ll include a copy in each gift bag distributed at our next company-wide meeting."

— Tom Jones, Chairman, Bryan Equipment Sales, Inc.

Extended Description

The seven strategic questions that can sharpen your competitive edge are

1. Does Everyone Know Who Your Best Customers Are?
2. How Many Messages Are You Taking to Your Markets?
3. How Many “Hellarewe Birds” Are on Your Sales Team?
4. Are You Functioning as a Family or a Bunch of Distribution Orphans?
5. Are You Leading a Distribution SWAT Team or a Crew of Mountain Men and Women? 
6. Are Your Distribution Sales Reps Suffering from Car Dealer Syndrome?
7. So, What Do You Plan to Do Next?

This book will show you a low-risk path to bring change and improvement to your sales team. This is not a book on how to fix a broken sales organization; instead, it shows you how to take your already strong distribution sales team and make it even better.