Helping Manufacturers And Distributors
Improve Sales Performance And Profitability
Published by the Industrial
Performance Group, Inc.
800-867-2778
Issue
No. 37

Low Risk, Double-Digit Profitable Growth

Profitable growth is a goal that is high on the agenda of manufacturers and distributors alike. As a result of our recent research on sales force utilization, we’ve discovered what keeps manufacturers and distributors from achieving this elusive goal.

Low risk, double-digit profitable growth is available to companies who are willing to reconsider some old assumptions about measuring and stimulating sales force performance.
Every year, companies engage in the time-consuming ritual of setting sales goals and profit expectations. Despite their best intentions, and the heroic efforts of their salespeople, manufacturers and distributors often encounter an uncomfortable gap between what they had hoped to achieve and what actually was accomplished.

When they miss these targets, many revert to the traditional approaches to improving sales performance, such as changing the compensation plan, asking the sales force to "push" a little harder or bringing in a motivational speaker. Others are quick to blame the economy, the competition or even their customers for these shortcomings.

To better understand why manufacturers and distributors have such a hard time achieving profitable growth, the Industrial Performance Group took an in-depth look at this issue by researching how salespeople spend their time. After all, salespeople are the only asset companies have that can go out and generate more revenue. In addition, salespeople can have a significant impact on profitability. If your salespeople cannot justify higher pricing, chances are good your margins are getting thinner.

We conducted an online survey of more than 1,100 salespeople from a variety of industries. The results of our survey led us to conclude that low risk, double-digit profitable growth is available to companies who are willing to reconsider some old assumptions about measuring and stimulating sales force performance.

A sales force with the right skills, the proper focus and enough time to sell, can become an even greater asset to your company. To grow your top line and boost your bottom line, you need to help your salespeople overcome the 5 common barriers to peak sales performance described in the document below.

The 5 Common Barriers to Peak Sales Performance & And What You Can Do to Overcome Them.To view a document in your browser, click on the document. To download documents to your hard drive, right-click the document. In EXPLORER choose 'Save Target As' from the pop-up menu. In NETSCAPE choose 'Save Link As.' In the 'Save As' dialog box that opens, select a location on your hard drive, and click Save.

If you don't have an Acrobat reader, get a free one at:
http://www.adobe.com/products/acrobat/readermain.html



If you are interested in a group presentation on overcoming the 5 common barriers to peak sales performance, please call us at 800.867.2778.

Return to Top

View previous Channel Focus Issues



Visit the Industrial Performance Group home page

©1996-2006 Industrial Performance Group