A Review of Distribution Sales Management and Sales Effectiveness – White Paper

From the Desk of Robert P. Currie

Currie Management Consultants, Inc. has conducted a number of projects regarding unit sales development of independently owned distribution. Some of those projects were commissioned by manufacturers and some by dealers through our Best Practices Groups (Twenty Groups). Most of this work is on-going as its principal focus is Sales Manager Development. We believe the issue of Sales Management effectiveness is becoming a significant barrier to total operational effectiveness. Since the 2008/2009 recession, businesses rebounded; sales and profits kept improving and business owners generated good returns. Much of that return focused on Service and improving performance there. Generally, dealers have successfully matured Service–it has been the star of the recovery.

As business moves forward into 2020 and beyond, the new star will likely be Sales. That is, if Sales is restructured to meet the market needs and, most critically, the staffing needs of a new generation of sales professionals. A new vision of Sales is beginning to emerge. In this document, we will discuss aspects of this new vision that impact Sales operational excellence.

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