Subscriber Login

MDM Premium Content  What's this?
Close
Subscribe today to access MDM's premium content with two issues a month of timely and to-the-point content for the busy wholesale distribution executive. Here's what you get:
  • Analysis of distribution trends
  • Interviews with industry leaders
  • Quarterly Public Distributor Report
  • Quarterly Inflation by Commodity Group Report
  • Market and economic data analysis
  • Access to the best online research tool in distribution

And much more! Learn more

login close
Forgot Your Password?
For more precise results try using quotation marks ("") around your search terms. See more search tips.

 

Home » Recognize the value of salespeople

Recognize the value of salespeople

January 25, 2003
More about:  Sales & Marketing
It's important to recognize'particularly through this prolonged down economy'the value of the salespeople in the trenches and the difference they can make. In good times, these people have to deal with rejection and find ways to self-motivate several times each day! And when sales'the primary benchmark in the way these people are measured in their performance'are down, it creates a vacuum nearly every company finds hard to adjust to and manage.


Add to that the fact that every survey of buyers in the past two years screams that they don't want to see salespeople, they want solutions. It is no surprise that the morale and enthusiasm in many salesforces is at all-time lows.


How do you keep your company's value message fresh every sales call? It's a challenge for everyone. The ...

Text Size
Email Print
It's important to recognize'particularly through this prolonged down economy'the value of the salespeople in the trenches and the difference they can make. In good times, these people have to deal with rejection and find ways to self-motivate several times each day! And when sales'the primary benchmark in the way these people are measured in their performance'are down, it creates a vacuum nearly every company finds hard to adjust to and manage.


Add to that the fact that every survey of buyers in the past two years screams that they don't want to see salespeople, they want solutions. It is no surprise that the morale and enthusiasm in many salesforces is at all-time lows.


How do you keep your company's value message fresh every sales call? It's a challenge for everyone. The salesforces we see that are successful in this current climate put a lot of time into their preparation and the professionalism they are able to present. What's frustrating for many distributors we talk with is that the better message sometimes gets the business, not the better performance. That can be countered by better preparation and creating a better message about your better performance!


Some companies are too quick to shoot the messenger. It's important to examine the support and tools your salesforce has to work with, and how they can build relationships with customers that are both different and better than what the competition is doing. A salesperson has one of the hardest jobs in the world, but also some of the best potential for rewards. It's important to keep in perspective the difficulties as they figure out how to manage the large changes taking place in their markets today, and shift to bringing more value this week than the last.

Print Email
Use the form below to leave a comment

MDM Digital

Executive Briefing: January 2012The Case for Mobile
in Distribution Marketing
John Sonnhalter explains why distributors should include mobile in their marketing plans and how to start. Watch now.
iPad users: click here to view.		 Economic Update January 2012 Economic Update:
The Festering Euro-Crisis
MAPI Economist Kris Bledowski analyzes the outcome of recent meetings about the European banking and debt crisis. Watch now.
Bob DeStefano's #1 Mistake on Company WebsitesOnline Marketing Tips
from Bob DeStefano
Many companies make the same mistake on their company websites. Do you? Find out.		 More Audio and Video Features from MDM:

  • MDM Podcast

Think About It:
When They Google,
Will You Be There?

In this digital age, the first stop a potential customer makes is the internet. If you're not there, you're not part of the decision-making process.

Listen now.

Learn more or subscribe to the Think About It podcast.

  • Training

Upcoming Programs

Feb. 9: Operating for Profit: The Coming Revolution in Supply Chain Finance with Jonathan Byrnes. This program is part of the quarterly Islands of Profit Webcast Series.

Did you miss MDM's recent webcasts? Order the DVDs and share with your team today:

* Leading for Profit: How to Lead a Profitability Turnaround

* Inventory Management Best Practices in 2012

  • Featured

USAbrasives-100-for-trifecta

U.S. Abrasives Market Demand Report

This report provides a three-dimensional view into estimated market size, customer segment potential and customer size demographics for the U.S. Abrasives Market.

These three data slices give you deep insight into total market potential and your market share by both customer type and size.

Learn more about the U.S. Abrasives Market Demand Report

Training Resources

Current Issue   Management Tips 2011   Inventory Management   Benchmarks and Best Practices

Featured Article - MDM-Baird Benchmarking Survey: Distributor Optimism Returns

$34.95

Buy now >>

Management Tips from Modern Distribution Management

$49.95

Buy now >>

Inventory Management Best Practices with Jon Schreibfeder: DVD + Book

$119.00

Buy now >>

Benchmarks & Best Practices: The Answer Book for Growth-Minded CFOs & Controllers

$249.00

Buy now >>
Job Board
Title Company Location
Credit/Collections Manager APR Supply Co. Lebanon, PA
Management Trainee APR Supply Co. Lebanon, PA
INDUSTRY SPECIALIST - Rubber Products KAMAN Industrial Technologies North East Area - CT, MA, ME, NY, RI, VT
Sales Account Manager - Energy Market Segment TESSCO Baltimore, MD
Channels Marketing Representative -- Advanced Supply Chain Business Information Systems Scientel Information Technology, Inc. Southeast Michigan
Technical Trainer - Innovative Change Agent - Long Island City, NY Daikin AC Long Island City, NY
Sales Representative Superior Essex Minnesota
View ALL Wholesale Distribution Job Listings

MDM Premium

January 25, 2012  

4202 cover image

MDM/Baird Survey: Optimism Returns

Rexel's U.S. CEO on Service & Alternative Energy

Global Markets Not Just for Large Companies

December 2011 Industrial Inflation Index

subscribe now View Table of Contents >>
Subscribers: Log-in
View Previous Issues


Featured Products

answer book for CFOs and Controllers

Benchmarks & Best Practices: The Answer Book for Growth-Minded CFOs & Controllers

Reviews (0)
 
Price: $249.00
An ultra practical idea-guide that gives an inside look at how leading companies are dealing with some of today's toughest financial and business management challenges.
Distribution Landscape Report - 2011

2011 MDM Market Leaders and Distribution Landscape Report

Reviews (0)
 
Price: $295.00
The ideal resource for anyone that wants to get a quick overview of the distribution landscape and the top players in major sectors! Includes the 2011 Distribution M&A Special Report.
B-to-B Online Marketing Toolkit Cover

The B-to-B Online Marketing Toolkit:
A Step-by-Step Plan for Distributors and Manufacturers to Leverage Online Marketing for Bottom Line Results

Reviews (0)
 
Price: $249.00
The 2011 Edition of this valuable marketing tool provides a step-by-step plan for leveraging Online Marketing to produce Bottom-Line Results. Bulk pricing available.


tech directory: start your search here



Sponsored Links