High-ROI, Sales-Management Calls?
You should only make calls:
- With top caliber reps who can: listen, take notes and follow with extra, new tasks.
- On three, high-leverage types of accounts.
- With the goal of taking all three groups – profit-core, target and big losers – to a next level by collaborating with the customers on improving how they buy.
Continue reading 226. Your VP for Customer-Value-Innovation’s Questions
Mask-Free, Likely Date: November ’21!
At Mckinsey.com, take a look at their 11/23/20 “Insight” entitled: “When Will the Covid-19 Pandemic End?” Given the recent vaccine news, their back-to-new-normal date is one year out – 11/21 – along with other less-probable-scenario dates. By 11/21, what new business-models must distributors have in place considering these…
Continue reading 225. New Business-Models for Post-Corona?
Have you heard: “It’s time for stakeholder capitalism” (v. “shareholder capitalism”). These terms are irrelevant to non-public companies (like most distributors). The phrase is code for legislating more -compensation, benefits, and job security – to workers which will add friction to the US economy.
Continue reading 224. “Stakeholder Capitalism”?
Your Inventory Opinions and Metrics
“For a better financial return: turn your inventory and receivables more effectively.” – Random MBA alumni
Right! So, most distributors do measure and manage:
Continue reading 223. Your Fill-Rate Opinions and Metrics