Transforming Your Sales Force For the 21st Century
By Dave Kahle, President
Daco Corporation

Reviewed By Bob Boyles, President
Smarter Distribution

Books by consultants seem to come in two different flavors, those that take the simple and make it complex and those that make the complex simple. For my money I believe that the latter are the books that give you the most benefit for your money. Dave Kahle has written just such a book about sales management for wholesale distribution companies. "Transforming Your Sales Force for the 21st Century" conveys some simple yet powerful messages about the future direction of the industry and how wholesalers are going to need to adapt the structure of their sales force to prosper in the coming environment.

Dave's advice is straight forward and concise. Having worked at a wholesaler myself and fought the very same battles he describes it is obvious that he has taken his years of experience from working with wholesalers on improving their sales efforts and created a systematic method for wholesalers to adopt. My only regret is that the company I worked for didn’t have this book years ago.

Summary - I would recommend this book to anyone that manages a sales force within the wholesale distribution industry.

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About Bob Boyles and Smarter Distribution:
Bob Boyles is the principal of Smarter Distribution in Coppell, Texas, a strategic coaching business focusing on assisting distributors in using technology. He is also the author of "Succeeding With Distribution Technology" a practical how-to guide for selecting and implementing the right technology. You may reach him at (972) 304-1180, via e-mail at bob@smarterdistribution.com or on the Web at www.smarterdistribution.com

© Copyright 2003, Robert S. Boyles Jr. All rights reserved. This article cannot be reprinted or reproduced in whole or in part, without the express written permission of Robert S. Boyles Jr.