Recommended Reading: Top 3 Most-Read Articles in Third Quarter 2014 - Modern Distribution Management

Log In

Recommended Reading: Top 3 Most-Read Articles in Third Quarter 2014

Serving small customers more effectively and the changing role of sales top the most-read list of the third quarter.

The role of sales in distribution is changing. Technology and new expectations from customers are just two of the reasons the roles of sales personnel and sales managers need to be re-evaluated. Two of the top stories of the third quarter examined this issue more closely.

Here are the top three articles on from the third quarter 2014:

1. Making Money with Small Customers– There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. But a shift in how these customers are served can result in significant improvement to the bottom line. In this article, the first in a series on making money with small customers, Real Results Marketing's Jonathan Bein provides an overview of how distributors can achieve better results with those customers.

2. The Changing Role of Sales PersonnelWith all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the salesperson is changing, as well as ways to prepare a sales force for today's ever-changing environment.

3. Who's My Coach? The Changing Role of Sales Managers– Baby boomers are retiring, and sales managers recognize that their current management styles may not be quite as beneficial as they could be. Adopting a strong philosophy and vision for leading a sales team is the first important step to take when shifting a management culture. This article looks at how the role of a sales manager is changing to meet the expectations of the new sales force.

Just log-in to read these articles. Not a subscriber? Subscribe now for full access.

Share this article

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.