1. Methods of Differentiation To compete in the market place
Training Salespeople
Methods of Differentiation
To compete in the market place

2. Picking their position
Inside sales – Pr Person
Account managers
Pioneers

3. Inside Sales $ Customer service person Special part research
Order detail and follow-up
Service account assistance

4. Account Manager $$ Direct contact with customers
Bid planning and compliance
Build new accounts with existing methods
Provides stability of product turns

5. Pioneers $$$ Develops new business from New markets for your company
New products for same industry
New niches within the existing markets

6. Compensation Inside Sales Account Manager Pioneer
Typically wants stability – will work for less $
Account Manager
Usually wants base but desires bonus or commission for performance
Pioneer
Entrepreneurial does not want limitations

7. Which is most important?
Size of your company?
Many of you are all the above?
Evaluate your strengths
Growth plan for your company?
Do you desire a larger staff?
At some point you need them all!!

8. Who is on your sales team?
Everyone in your company and your supply chain!