 | News for the wholesale distribution industry | July 12, 2007 |
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| Best Practices |  |  |
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- Spread sales culture throughout the company
Companies can make sure all of their departments support the corporate mission by embedding a sales culture into each of those areas. Organizational functions that can boost the sales process include product development, marketing, proposals that consider the needs of individual prospects and generation of leads. Manage Smarter
(7/6)
- Necessary motivations for successful sales team
Companies need to understand what truly motivates workers in order to produce a customized program offering effective incentives. "Motivational Management" author Alexander Hiam lists 15 distinct work motives, including affiliation with a group, self-expression through work and career growth. Selling Power (free registration)
(6/27)
| Management | | |
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- Ask for feedback if you feel invisible at work
Getting left out of meetings or important committees at work may be a result of your performance or lack of visibility. Even if you are a manager, ask your boss firmly and directly for feedback on your exclusion and how you might get involved in such gatherings. Be sure to explain what you can bring to the discussion. American City Business Journals
(7/2)
| Customer Relations | | |
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- For CRM to work, everyone must opt in
Managers should choose a system that improves productivity, pace the integration and be prepared to answer sales reps' questions in order to make a successful switch from the Rolodex to digitized customer management. SmartBIZ
(6/19)
| Training and Presentation | | |
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- Materials, props for a perfect presentation
Tips for business owners who want to make a winning presentation include using PowerPoint slides -- but not too many and not as a crutch. Presenters should also use product demonstrations and props to get the audience involved and make sure to bring brochures, handouts and marketing kits. Entrepreneur
(7/2007)
| Closing the Deal | | |
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Watch for patterns, find success
"Business success is all about identifying patterns -- in product development, consumer tastes and social trends," says businessperson and author Margaret Heffernan in Fast Company.
| NAW Insider | | |
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Learn, apply the essentials of profitable inside sales
This NAW Institute book provides a real-world, in-depth understanding of the expanded role of inside sales. Inside sales personnel are responsible for generating sales and making sure those sales are profitable. This book shows inside sales reps how they contribute to your company's health and well being. Make it as an essential component in your company's training program. Order today!.
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Move the distributor-supplier relationship from dysfunctional to effective
It takes a long time to develop good distributor-supplier relationships, but it only takes a short time to destroy them. Working at Cross-Purposes from the NAW Institute for Distribution Excellence examines what drives these relationships, how often they go bad and why. Both partners can learn to avoid the economic and other consequences of a relationship turning sour by correcting emerging problems before they become critical.
| Weekly Poll | | |
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Would you consider starting a new business after you retire?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | Yes, that is my plan. |
| No, there is too much work or risk involved. |
| I would consider it but have no current plans. |
| I have already retired, and that is what I did. |
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| Advertise |
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Sales Account Director:
Mark Lasser 303-284-9864
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| | Recent NAW SmartBrief Issues:
- Wednesday, July 11, 2007
- Monday, July 09, 2007
- Friday, July 06, 2007
- Tuesday, July 03, 2007
- Monday, July 02, 2007
| | | Lead Editor: Ashley McMaster
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