The MHEDA Journal - Third Quarter, 2012 - (Page 59)

SALES & CREDIT SALES MARKETING When Sales People BY ABE WALKINGBEAR SANCHEZ Become Bread Men B read men are delivery guys who pick up a truckload of fresh bread each morning and then drive from customer to customer filling store shelves. If there’s an empty slot they fill it. All they need to give care to is that the right bread goes in the right slot. When salespeople start thinking like bread men, a company is in big trouble. I was working with a large regional distributor whose market share was shrinking. The sole source provider of a high end home construction product in an area of the country where the population doubled and then doubled again during the prior 30 years, this company had seen both its sales and profitability grow during that time. The MHEDA Journal | Third Quar ter 2 012 59

Table of Contents for the Digital Edition of The MHEDA Journal - Third Quarter, 2012

President’s Perspective
From the Desk of Liz Richards
Ask Your Board
MHEDA Member Profile
At Work
Best of the Best Distributors
Training and Engaging Technical Talent
For a Successful Onboarding Experience… Be Prepared and Make Time for New Hires
Analyzing the DiSC Results
Help Stamp Out Budgeting
Distributor Salespeople Reveal Their Greatest Challenges
When Sales People Become Bread Men
The Why and How of Twitter
Managing Interruptions: Be Polite, Be Honest and Get to It
MHEDA Convention 2012
New Members
Spotlight on Association News
MHEDA University Calendar
MHEDA Milestones
New Products
Index of Advertisers by Product Category

The MHEDA Journal - Third Quarter, 2012