Open the Sales Door with KPI’s

Open the Sales Door with KPI’s

My last article outlined a strategy for determining which of your many accounts has significant potential and probability for business growth. One of the most effective ways to determine business potential is to use KPI’s to compare a prospective account with others....
7 Things Your Territory Managers Must Know

7 Things Your Territory Managers Must Know

Most HVAC distributors have outside salespersons who are responsible for the business done with a specific group of contractors. Their “territory” can be geographic, segmented by customer type or simply a collection of accounts where they established relationships...
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