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In The News:

The Sales Manager's Best Friend

November 10, 2003
These days most sales managers could use a good friend. The stagnant economy and intense competition put extreme pressure on the sales force. Meanwhile, sales reps are often fiercely independent and difficult to manage. They sometimes seem to enjoy nothing more than complaining. The unlucky manager is stuck in the middle between his ever more demanding boss and a group of high maintenance whiners.

While we all have our crosses to bear, distributors may want to pay special attention to the hardships suffered by their sales managers. According to the most recent comprehensive study of sales compensation in wholesale distribution (What's Your Plan?: Smart Salesforce Compensation in Wholesale Distribution) published by the National Association of Wholesalers Distribution ...

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