Brian Taylor
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Excellence in Sales
We’re in unchartered waters. With an economic collapse of Depression Era proportions, and an historic election just concluded, what lies ahead for us as Americans and as an industry?
Certainly much of today’s economic problems stem from unsound logic and behavior. It isn’t logical to spend more than we have, but we do it anyway. Most of us know when something is too expensive for us to afford, but we buy it anyway. We have all been guilty of this at one time or another.
I read somewhere about what is called "the greater fool theory". It supposes that possessions (in this case, houses, stocks, etc.) will continue to rise in value because there will always be "a greater fool", someone who will pay more for it than you did. Perhaps the fools have run out of money. It will be interesting to see what (if anything) a new administration will provide in the form of policy changes - hopefully not over-regulation - which may be the knee-jerk reaction.
Closer to home, how do we run our businesses, and help our customers run theirs? Check out "The Shell Game" on page 16 to see what people are advising in dealing with a weak economy. In the article on manufacturers working with dealers, one thing rings true. Regardless of the size of the distributor, a successful business relationship is based on specific needs. On one hand, the regional and independent dealers may be able to react quicker than their national counterparts, which might attract one manufacturer; in another case, the broader coverage and systems of the bigger companies may be important to others.
Yet the sales professional remains closest to the customer, and in most instances, in charge of that relationship with the dentist and his/her practice. Never has that relationship been more important than now. That is why we are excited to announce the /DTA Excellence in Sales awards. Beginning in January, we will accept nominations from our readers for those individuals who day in and day out exemplify outstanding performance in the field.
Manufacturers must nominate the distributor salespeople that continually out-perform their peers and competitors. Nominees need not be the top dollar producer, but should couple strong sales performance with qualities like integrity, dedication, customer concern and are individuals who represent themselves and their companies in a truly professional manner.
Recognizing that the manufacturer/distributor partnership is a key for success in this industry, we ask distributors to nominate their manufacturer counterparts based on similar criteria. Who are those suppliers that help you be more successful with your customers? Which of them do you trust with your very best accounts?
We will announce the winners in our year-end issue of 2009 (we will be publishing bi-monthly in 2009) and recognize the winners at the following Chicago Mid-winter meeting. Please keep your eyes and ears open for these top performers. We all know them. It is time that we give them proper recognition!
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