Description

Distributor Sales Leaders: Shorten your learning curve, prevent costly mistakes, and implement effective practices that will lead to exceptional performance.

There has never been a time when sales leadership has been more crucial to the survival of wholesale distribution companies.

In this practical handbook, Dave Kahle shares years of useful, hands-on experience with answers to the 50 most crucial questions asked by distributor sales leaders.

Find insights and experience for these issues:

• Getting salespeople to do what you want them to do
• Goal setting with salespeople
• Hiring and firing salespeople
• Motivating salespeople
• Targeting accounts
• Organizing your sales team
• Training and developing your salespeople
• Growing margins in a difficult economy
• Adding power to sales meetings
• Handling the salesperson who has reached a plateau
• Motivating senior sales reps
• Plus 39 other important issues

This is the book that every distributor sales leader should have on the bookshelf! It contains real-life solutions to help distributor sales leaders survive and thrive in today’s changing economic environment.

What Readers Have to Say

"This book is timely and up- to-date, and it addresses the real-world concerns of distributor sales efforts. I found the honest, upfront style to be refreshing and necessary. This book gets down to the nuts-and-bolts of everyday distributor selling. I’d recommend it for every distributor who is looking to revitalize and grow business."

— Gene Newburg, Vice President, Industrial Sales, Sales Machinery Inc.

"Because each chapter addresses a specific question, it is easy to focus on those chapters that are most relevant. This is a book that I think every distributor branch manager and sales manager should read."

— Rudy Wieschorster, Senior Vice President, Independent Supply Company, Inc.

"Dave speaks to us with frankness, knowledge, and experience that I wish I had when I entered the business. Not only a great read, but a go-to manual for answers to the challenges distributors face every day. "

— Chet Murphy, Vice President for Market Development, Brenntag North America, Inc.

"This book is Dave Kahle's best book yet. It provides a clear, focused action list to address any sales issue a distributor may have. The Q-and-A layout provides a quick look up to any challenge. It's a must-read for all sales leaders in wholesale distribution."

— Michael Souders, Regional Vice President, WinWholesale, Inc.

"This publication presents real-world questions concerning sales- related issues and questions facing today’s business leaders. Dave’s question-and-answer format is easy to read and provides high value and action-oriented advice. This is a must-read for those responsible for improving business sales process, accountability, and results."

— Fred Cuda, CEO, The Blake Group

"Dave has hit the mark on issues we face when managing a sales force, past and present. This book is easy to read and understand, and offers practical solutions. Thank you for reminding me of what I have forgotten and giving us new direction that is practical and on target for today and the future.”"

— Chris Saxton, CEO, Pace, Inc.