August 25 2014
Changing Role of Sales Managers
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Baby boomers are retiring, and sales managers are recognizing 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 reasons why the change is happening and what sales managers can and in some cases, should be doing to improve their management styles.
This article includes:
- Why sales managers should consider being proactive, not reactive
- Important first steps to take when shifting a management style
- How technology tools can help (and hurt) the sales team
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Interview: Operations as a ‘Lever for Innovation’
- U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’
- Premium
Rebate structures are still driving dysfunctional behavior, making distributors vulnerable. The article addresses how today's rebate structures make individual companies, and in most cases entire channels, more vulnerable in current market conditions.
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Who's My Coach? The Changing Role of Sales Managers
- Interview: Operations as a 'Lever for Innovation'
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
- Premium
Too many companies do not consider operations to be a source for innovation, but this area is ripe for developing innovative strategies for distributors, according to Karan Girotra, co-author of The Risk-Driven Business Model and professor of technology and operations management at the international business school INSEAD. Girotra recently spoke with Associate Editor April Nowicki about how to create a culture of questioning an existing business model, improving decision-making structure and empowering everyone to innovate.
This article includes:
- How to change the decisions made in your company
- Why to change those decisions
- Innovative operations strategies for better management and return
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Who's My Coach? The Changing Role of Sales Managers
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
- Premium
The U.S. economy is well positioned for growth, as many of the economic indicators have recovered what was lost during the recession and more people are re-entering the labor force with better prospects for employment than just a few months ago.
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Who's My Coach? The Changing Role of Sales Managers
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
- Premium
Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.
This index includes:
- Abrasives Products
- Cutting Tools
- Power Transmission Equipment
- Fasteners
- Valves, etc.
- Power Tools
- Material Handling Equipment
- Belting
- Hand Tools
- Misc. Metal
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM 2Q14 Pricing Trends Report
- MDM/Baird Survey: Distributors See Measured Growth in 2Q
- The State of Analytics in Distribution
- Premium
Sales and inventories data for wholesaler-distributors in June 2014.
This article includes:
- Wholesale trade revenues for durable and nondurable goods in June 2014
- Monthly inventories/sales ratio for the industry
- Sales & inventory trends for durable and nondurable goods
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following articles:
- 2Q14 MDM-Baird Distribution Survey Results
- 2Q14 MDM Pricing Trends Report
- Building on Already Profitable Business
- Premium
News briefs from August 11-August 25.
- Premium
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- The Changing Role of the Sales Manager
- Commentary: The Trouble with Rebates
- Interview: Operations as a ‘Lever for Innovation;
- U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’
- MDM Industrial Inflation Index: July 2014
- Monthly Wholesale Trade Data: June 2014
- News Digest
Are you a subscriber? Simply log-in to view this issue.
- Premium
Baby boomers are retiring, and sales managers are recognizing 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 reasons why the change is happening and what sales managers can and in some cases, should be doing to improve their management styles.
This article includes:
- Why sales managers should consider being proactive, not reactive
- Important first steps to take when shifting a management style
- How technology tools can help (and hurt) the sales team
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Interview: Operations as a ‘Lever for Innovation’
- U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’
- Premium
Rebate structures are still driving dysfunctional behavior, making distributors vulnerable. The article addresses how today's rebate structures make individual companies, and in most cases entire channels, more vulnerable in current market conditions.
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Who's My Coach? The Changing Role of Sales Managers
- Interview: Operations as a 'Lever for Innovation'
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
- Premium
Too many companies do not consider operations to be a source for innovation, but this area is ripe for developing innovative strategies for distributors, according to Karan Girotra, co-author of The Risk-Driven Business Model and professor of technology and operations management at the international business school INSEAD. Girotra recently spoke with Associate Editor April Nowicki about how to create a culture of questioning an existing business model, improving decision-making structure and empowering everyone to innovate.
This article includes:
- How to change the decisions made in your company
- Why to change those decisions
- Innovative operations strategies for better management and return
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Who's My Coach? The Changing Role of Sales Managers
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
- Premium
The U.S. economy is well positioned for growth, as many of the economic indicators have recovered what was lost during the recession and more people are re-entering the labor force with better prospects for employment than just a few months ago.
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Commentary: The Trouble with Rebates
- Who's My Coach? The Changing Role of Sales Managers
- U.S. Economy: Out of 'Surviving' and on to 'Thriving'
- Premium
Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.
This index includes:
- Abrasives Products
- Cutting Tools
- Power Transmission Equipment
- Fasteners
- Valves, etc.
- Power Tools
- Material Handling Equipment
- Belting
- Hand Tools
- Misc. Metal
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM 2Q14 Pricing Trends Report
- MDM/Baird Survey: Distributors See Measured Growth in 2Q
- The State of Analytics in Distribution
- Premium
Sales and inventories data for wholesaler-distributors in June 2014.
This article includes:
- Wholesale trade revenues for durable and nondurable goods in June 2014
- Monthly inventories/sales ratio for the industry
- Sales & inventory trends for durable and nondurable goods
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following articles:
- 2Q14 MDM-Baird Distribution Survey Results
- 2Q14 MDM Pricing Trends Report
- Building on Already Profitable Business
- Premium
News briefs from August 11-August 25.
- Premium
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- The Changing Role of the Sales Manager
- Commentary: The Trouble with Rebates
- Interview: Operations as a ‘Lever for Innovation;
- U.S. Economy: Out of ‘Surviving’ and on to ‘Thriving’
- MDM Industrial Inflation Index: July 2014
- Monthly Wholesale Trade Data: June 2014
- News Digest
Are you a subscriber? Simply log-in to view this issue.
