The role of sales in distribution is changing. Technology and new expectations from customers are just two of the reasons the roles of sales personnel and sales managers need to be re-evaluated. Two of the top stories of the third quarter examined this issue more closely.

Here are the top three articles on mdm.com from the third quarter 2014:

1. Making Money with Small Customers– There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. But a shift in how these customers are served can result in significant improvement to the bottom line. In this article, the first in a series on making money with small customers, Real Results Marketing's Jonathan Bein provides an overview of how distributors can achieve better results with those customers.

2. The Changing Role of Sales Personnel– With all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the salesperson is changing, as well as ways to prepare a sales force for today's ever-changing environment.

3. Who's My Coach? The Changing Role of Sales Managers– Baby boomers are retiring, and sales managers recognize that their current management styles may not be quite as beneficial as they could be. Adopting a strong philosophy and vision for leading a sales team is the first important step to take when shifting a management culture. This article looks at how the role of a sales manager is changing to meet the expectations of the new sales force.

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