Leading wholesaler-distributors depend on NAW Institute for Distribution Excellence groundbreaking research studies because they help solve real-world business challenges.





Order copies of best-selling  Facing the Forces of Change®: Reimagining Distribution in a Connected World for everyone on your team!



BEST SELLER! NAW 2014 Employee Compensation Report


How does your compensation program compare to other wholesale distribution firms?

Download 2 volumes immediately and find out!


Transforming Your Sales Force for the 21st Century, Second Edition

Dave Kahle

Buy this Book:

Add to Cart
  • *Quantity discounts:
  • 2-15 items: 15%
  • 16-30 items: 20%
  • 31-100 items: 30%
  • 101-250 items: 40%
  • 251+ items: 50%


Save more when you buy Sales Leadership Power Package or Sales Success Power Package.

Distribution companies, by their nature, should be sales-oriented companies. However, many distributors don't do sales very well. That's the premise behind this book by Dave Kahle. Written for distributor sales managers and executives, Transforming Your Sales Force for the 21st Century, Second Edition provides a blueprint to transform sales forces into highly directable, effective, and focused performers. It describes “11 Highest Potential Initiatives” in a down-to-earth, clear style that makes it easy to implement immediately within a distribution business in the current economic environment.

What Readers Have to Say

"This book lays out the game plan for building an effective sales organization. I've learned to think differently because of it. Kahle’s prescriptions are compelling and easy to follow. Every serious executive who has anything to do with the sales force should study this. When it comes to the processes of selling, there is none more knowledgeable than Dave Kahle......he's the best!"
— Les Young, Vice President--Corporate Services, Aerospace Products International
"Everything makes so much sense. I wish I had this book 15 years ago. I particularly appreciated the idea of training the salespeople to a minimum level of competency, and then helping to stimulate them to mastery. What a great way to understand what to do in terms of sales force training!"
— Bob Burdette, President, Nunn Electric Supply Corporation
"Dave Kahle has come to the rescue of anyone trying to create or improve their sales system. This book provides a comprehensive program for a dynamic sales function. It is easy to read and comprehend. Each chapter covers actionable ideas that can make an immediate impact. His principles have transformed my thinking. I enthusiastically recommend this book to anyone responsible for the sales effectiveness of others."
— Tom Fehsenfeld, President, Crystal Flash Energy

About the Author

Dave Kahle

info page

Dave is a noted consultant and speaker, who specializes in distribution sales. He has acquired his message through real-life experience. Dave has been the number one salesperson in the country for two different companies in two distinct industries. He took a new territory to more than $5,000,000 in sales in 5 short years, becoming the number one salesperson in the nation. Dave’s experience evolved as General Manager of a start-up division of a distribution company that grew from $10,000 in monthly sales, to more than $200,000 in 3 years. He is President of The DaCo Corporation.

Order Softcover Books or E-Books!

See all E-Books »

  • Becoming a Digital Distributor: Strategies and Tools That Create ValueFind out more »
  • INNOVATE! How Successful Distributors Lead Change in Disruptive Times Find out more »
  • Facing the Forces of Change®: Reimagining Distribution in a Connected World Find out more »
  • Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors Find out more »