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Align Selling Resources to the Market

Written by Mike Emerson on Thursday, 06 November 2014. Posted in Distribution, Manufacturing

Segment customers, use effective sales management practices, and ensure incentives are aligned

Align Selling Resources to the Market

For distributors who have had to implement reductions to their sales force, there is a legitimate concern that, as the number of salespeople goes down, so will revenues. This article outlines a three-step process exists to help mitigate these potential effects.

The Sales Manager’s Best Friend

Written by Steve Deist on Tuesday, 30 September 2014. Posted in Distribution, Manufacturing

Many companies fail to provide sales managers with clear objectives, processes

Steve Deist

Sales management practices largely determine whether your company will thrive or dive. Crucially, many companies fail to provide sales managers with the clear sales objectives or management processes that are critical. In short, they don’t have the tools to get the job done. Start with your foundation: set clear sales objectives, apply uniform measurements for accountability and institute a baseline sales management structure.

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