Mike Emerson, Author at Modern Distribution Management

Posts By Mike Emerson

For distributors who have had to implement reductions to their sales force, there is a legitimate concern that as the number of salespeople go down, so will revenues. A three-step process exists to help mitigate these potential effects.
 
One question many distributors are asking is, How can I reduce costs without losing sales?
 
The answer: "Align your selling resources more closely with the market."
 
Achieving this is not simple, but a proven three-step process for doing so does exist. The steps: Segment customers, utilize effective sales management practices, and ensure incentive structures are in alignment. This article will discuss the importance of each step and illustrate how the outcomes from each will enhance ...

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