Why Motivated Salespeople Should Give Independent Dealers Another Look
ProSales columnist Don Magruder argues that while national suppliers can restrict their salespeople's decision-making, independents offer autonomy.
Lowe's Unveils Robotic Sales Associates
OSHbot will be deployed this holiday season in San Jose, Calif.
Proper Protocol for Joint Sales Calls
Take vendor reps with you on sales calls only if they add something to the equation and help make the sale.
Dealers Tell Vendors: Wake Up and Serve Us!
Execs from three lumberyards didn't mince words recently in telling vendors what they wanted: Fire many of the sales reps working today and replace them with smart, well-trained people who are empowered to solve dealers' problems.
How To Upsell to Consumers and Architects
While you're taking advantage of the housing rebound, don't forget consumers and...
What It Takes To Be a Great Salesperson
Sales reps can be taught to be good, Rick Davis says, but to be really great, they must have a fire within.
Top Ways To Evaluate a Salesperson's Performance
Create a system that looks at the details to assess whether desired goals are being met.
When Selling, Don't Rely on Past Results To Predict Future Performance
Business practices change so quickly that the same-old same-old sales techniques eventually become ineffective.
How a Small Dealer Can Figure Its Sales Reps' ROI
Consultant Jim Enter offers this formula to help you decide whether your reps are...
A Dealer's Guide to Polite Poaching of OSRs
Dealers say there's an active market in seeking out other dealers' sales reps. But there's etiquette to be followed in pursuing those people.