In this issue, we show you sales call patterns in the 48HD model to help explain how the sales side of 48HD looks and the implications for sales routes. We also cover the pros and cons of 48HD, and how converting all or part of your territory to the 48-hour system may or may not be the right solution for your company.
In this issue, we discuss the design, implementation, and overall benefits of adjusting to a Centralized Sales Support Department (CSSD) model.
In this issue, we discuss the key elements and industry best practices for wholesalers to consider when designing and implementing effective management compensation plans.
In December of each year, we outline the types of projects we worked on with our consulting clients. The purpose is to show our subscribers that other wholesalers have faced similar issues as they might be facing, and how wholesalers have taken action to make major improvements.
Looking at your sales organization is one step in identifying opportunities to be more efficient and effective in sales.