by Dave Kahle | May 24, 2020 | key account sales, sales strategy, wholesale distributor sales people
Selling for a distributor places you in a unique environment. While it’s true that many basic sales principles apply to you, there are additional complications arising out of your position as a distributor salesperson. For example, you may sell exactly the...
by Dave Kahle | May 20, 2020 | B2B sales, sales force compensation
Q. How much responsibility for collections should a salesperson have? A. Good question. This is one that comes up on a regular basis when I’m working with a client to refine their sales compensation plan. It usually is expressed something like this: “Should we...
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