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Tip: Retrain Your Salespeople to Go After Market Share

January 3, 2011

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A big challenge for distributors is that salespeople tend to get comfortable in their account packages - a problem when those accounts are buying fewer items thanks to a still-down market. Jim Ambrose, author of Cracking Accounts, says that salespeople need to be retrained and reenergized to find where sales are. For those who aren't willing to take a new approach to their work? He says: "You might want to take them out because they're not adapting the reality of economics and coming up with a more disciplined approach."

Ambrose's approach is to focus on improving Return on Effort put forth by salespeople. "If ever there was a best opportunity to increase your sales discipline, the time is now because you can significantly improve your business if you increase your salespeople's activities to go after low-hanging fruit, or crack the easiest accounts. Your competitors are assuming that if they're losing business right now it's because of the economy. If you go in there with a new approach to sales, you could start to pick up some share at these accounts. Maybe they're slower today but if they're not out of business, they're still buying product."

Here are MDM Premium articles on this topic:

Interview: Now is the Time for Sales Discipline

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