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Earnest Machine Revolutionizes Sales Department

Distributor sees near immediate results after tearing down its traditional inside/outsides sales structure

March 11, 2019
January is typically not a big sales month for Earnest Machine, a 72-year-old fastener distribution company out of Cleveland. But this January was not typical. The company was up 29% at the start of 2019, said CEO Kirk Zehnder. Speaking last month at MDM’s Sale GPS Conference, Zehnder explained the radical shift in Earnest’s sales department structure that he credits for the boost.

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