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Business Coaching for Entrepreneurs Transform Your Salesforce for the 21st Century Tips, Strategies, Book, Book Reviews and Magazines
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:
more specialized
more directable
more flexible
more professional
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."
Kahle then draws on his 30 years of experience in working with sales people and distributors to articulate the ten highest potential initiatives for distribution companies. Each is described in a down-to-earth, easily understood style that makes it easy to implement.
What people are saying about
Transforming Your Sales Force for the 21st Century
"Dave Kahle's Transforming Your Sales Force for the 21st Century lays out the game plan for building an effective sales organization. I've learned to think differently because of it. His 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
"Dave Kahle has come to the rescue of anyone trying to create or improve their sales system. Transforming Your Sales Force for the 21st Century provides a comprehensive program for a dynamic sales function--and it is easy to read and comprehend. Each chapter covers actionable ideas that can make an immediate impact. Dave's 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
"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
"Many of us in the world of distribution have sales force organizations that have evolved based on decisions we've made in the past. Today we are left looking for answers and solutions based on the collective changes and forces in the distribution model over the past couple of years. In this book, Dave really hits the nail on the head with his observations and insights into today's distribution sales force reality. His view of the future of distribution sales force design, based on the needs of the future will be a radical change for many distributors. Great information, well written, easy to understand, and provides a much needed roadmap for success. We'll implement many of the ideas in this book."
Steve Desautel - Vice President of Merchandising
Accu Bite Dental Supply
"Kahle takes what for many of us is a nebulous area -- decisions about the sales force -- and makes it extremely clear and straightforward. The book provided me with a clear understanding of what changes I need to make to field an effective sales force. Congratulations for taking the smoke and mirrors out of decisions about the sales force!"
Jim Beckstein - President
Mill Supplies Incorporated
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| How to Excel at Distributor Sales) The distributor salesperson's bible. This book contains 354 pages of detailed, street smart strategies designed to empower your salespeople with the skills they need to be successful in the information age. The most popular sales book for distributors ever written. This much-praised book is an absolute must for every one of your salespeople if you're serious about improving their performance. Here's what some customers have said about Dave's book: "Finally - a book written by a successful distributor rep for other distributor reps. This is a hands on, by the number approach -a must read..." Larry R. Palmer - Division Vice President "Dave Kahle's book is the best ever written on distributor sales. It's jam-packed with 'how-to' tips that really work. Must reading for any professional salesperson." Timothy H. Cowan |
Prioritizing Your Customers to Dramatically Increase Your Sales One of the biggest challenges for salespeople today is time management. With all the challenges they face there is nothing amazing about that. What is amazing, is how many salespeople don't do it and don't know where to begin. As outside salespeople, they face unique challenges that other time management products just don't address. If they are to dramatically increase their sales, they need a clear system to enable them to invest their time most effectively. This program will show participants how to prioritize their customers and prospects and provide them with a clear system for achieving success. They will learn how prioritizing their efforts to the dynamic and potential of each customer will dramatically increase sales. Program Contains: |
Victory Over Voicemail Voice mail has become the scourge of Information Age salespeople. It prevents them from achieving a necessary early step of the sales process - making phone contact with a prospect or customer. There is probably no new technology that has caused salespeople more frustration than this. With this program, participants will examine some strategies, principals and tools that teach specific techniques for successfully dealing with this new obstacle. They'll learn both short-term tactical 'how-tos' as well as longer-term strategies for overcoming this obstacle. Program outline: 2. Two basic principals: 3. Identifying the situation: 4. Strategy: Persuade them to call you back. A. The Pre-Call Touch:pre-conditioning the customer to respond to your call. 1. Principals & tactics to organize a successful pre-call touch about you. B. Making the call 1. You get a live gatekeeper. C. Three powerful strategies to rekindle the relationship.
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Be Your Customer's Consultant by Dave Kahle
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