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The Top Sales Compensation Plans Of 2016 - Member Content

Cleaning Topic: Learn About sales



THE STRATEGIC SELL: THE MAKEUP OF AN ELITE SALESPERSON – October 2017
The Best Sales Reps Have These Traits


THE STRATEGIC SELL: TESTING FOR TALENT – September 2017
Give Sales Applicants A Task Before Hiring





FROM THE EDITOR – July 2017
Help Sanitary Maintenance With Jan/san Distributor Sales Survey
Sanitary Maintenance and ISSA need your help

SALES REPS ARE DISTRIBUTORS’ DIFFERENCE MAKERS – February 2017
The Strategic Sell: Building A Sales Team Is Essential For Success
Modern buyers expect a sales representative to be a trusted business advisor

THE CHANGING LAW FOR CHANGING TABLES – February 2017
New Baby Changing Table Law Presents Sales Opportunities
A new federal law requiring baby changing stations presents a sales opportunity

NOTHING STANDS IN THEIR WAY – February 2017
Five Jan/san Distributor Sales Reps Who Broke Through In 2016
The five 2016 Sanitary Maintenance Sales Leaders are willing to do whatever it takes to help their customers




COACHING THE ‘COACH’ – November 2016
The Strategic Sell: Three Areas Of Focus For Sales Management Training
Coaching is the single most important activity that sales managers can do to increase sales

SALES COMPENSATION SURVEY – October 2016
The Top Sales Compensation Plans Of 2016 - Member Content




SLOW SALES? IT’S THE LEADER’S FAULT – September 2016
Book Club: Sales Results Follow The Sales Manager


FROM THE EDITOR – October 2016
Seeking Sales Leaders


DIGITALLY REMASTERED – September 2016
Convincing Older Reps To Embrace Today’s Sales Technology





ASSESS FOR SUCCESS – June 2016
The Strategic Sell: Hiring Sales Reps Who Excel


IMPROVING PROFESSIONALISM AMONG SALES REPS – May 2016
The Strategic Sell: What It Takes To Be A True Sales Professional


HIRE BETTER SALES REPS IN SIX STEPS – April 2016
Secrets To Recruiting, Interviewing, Hiring Salespeople










– September 2015
A Flare For Jan/san Sales



THE STRATEGIC SELL: DATA DRIVES SMART SALES – August 2015
Jan/san Distributors Should Rely On Sales Analytics, Not Instincts










THE STRATEGIC SELL: STRATEGIZE YOUR SALES TACTICS – February 2015
Every Set Of Jan/San Sales Goals Needs A Marketing Plan


SALES REP COMPENSATION SURVEY – October 2014
Average Jan/San Sales Rep Compensation


HOW TECH-SAVVY IS YOUR SALES TEAM? – September 2014
If Leadership Embraces Sales Technology, Reps Will Follow


HOW WELL DO YOU KNOW YOUR CUSTOMERS? – June 2014
Customer Segmentation Offers A Snapshot of Your Business


HOW WELL DO YOU KNOW YOUR CUSTOMERS? – June 2014
Avoiding ‘Service-drain’: Measuring Customer Profitability


HOW WELL DO YOU KNOW YOUR CUSTOMERS? – June 2014
Discover The Power of Market Data Analysis


HOW WELL DO YOU KNOW YOUR CUSTOMERS? – June 2014
Targeting Key Sales Accounts


PROVIDING VALUE: THE PROOF IS IN THE NUMBERS – April 2014
What's The Value of Cleaning Expertise?


PROVIDING VALUE: THE PROOF IS IN THE NUMBERS – April 2014
Positive Customer Experiences Can Trump Price Tags


PROVIDING VALUE: THE PROOF IS IN THE NUMBERS – April 2014
Quantifying and Documenting Value-added Services


PROVIDING VALUE: THE PROOF IS IN THE NUMBERS – April 2014
Drilling Down Cleaning Customer Needs


SALES TOOLS IN THE PALM OF YOUR HAND – April 2014
Sales Reps Take Jan/San Manufacturer Apps To The Field


SALES TOOLS IN THE PALM OF YOUR HAND – April 2014
Discover B2B Mobile Apps' Many Uses For The Cleaning Industry


SALES TOOLS IN THE PALM OF YOUR HAND – April 2014
Product Demos Are Painless With Mobile Sales Apps


SALES TOOLS IN THE PALM OF YOUR HAND – April 2014
Mobile App Training for Salespeople


COVER STORY: ROOKIE SUCCESS – April 2014
From Field Dreams To Jan/San Supply


COVER STORY: ROOKIE SUCCESS – April 2014
Coastal Chemical Outgrows Garage


COVER STORY: ROOKIE SUCCESS – April 2014
Turning Employees Into Family


COVER STORY: ROOKIE SUCCESS – April 2014
Capturing The Break Room Business


COVER STORY: ROOKIE SUCCESS – April 2014
Making Coastal Chemical A Homerun


DELEGATE WITHOUT DISCOURAGING – April 2014
Delegating Sales Tasks As A Branch Manager


CUSTOMER SERVICE: IN THE DRIVER'S SEAT – February 2014
Use Product Deliveries As Sales Opportunities


CUSTOMER SERVICE: IN THE DRIVER'S SEAT – February 2014
Getting Drivers On Board With Customer Service Training



THE CHAMELEON – February 2014
2013 Sales Leader: Jason Jones, Cavalier Inc.


SPREADING THE WEALTH – February 2014
2013 Sales Leader: Paul Rebner, Waxie Sanitary Supply


THE TEAM PLAYER – February 2014
2013 Sales Leader: Jim Sinn, Dalco



CHOOSE THE CARROT OVER THE STICK – February 2014
Use Sales Goals To Reward, Not Punish, Sales Reps



INDEPENDENT OR UNDEPENDABLE? – November 2013
Managing And Motivating Entrepreneurial Sales People


SM SALES SURVEY: SLOW GROWTH – October 2013
Janitorial Distributor Sales Up Nearly 2 Percent


SM SALES SURVEY: SLOW GROWTH – October 2013
Redefining The Distribution Sales Model


SM SALES SURVEY: SLOW GROWTH – October 2013
Successful Distributors Sell Solutions, Not Products


SM SALES SURVEY: SLOW GROWTH – October 2013
Healthcare, Industrial Cleaning Fuel Jan/San Sales


SM SALES SURVEY: SLOW GROWTH – October 2013
Product Sales Bounce Back, Paper Still Reigns


SM SALES SURVEY: SLOW GROWTH – October 2013
Jan/San Professionals Optimistic About The Future


TECHNOLOGY: TOP 10 REASONS TO USE CRM SOFTWARE – October 2013
Read an Excerpt From Mark Dancer's New Software Guide: "Getting the Most Out of CRM"


TECHNOLOGY: TOP 10 REASONS TO USE CRM SOFTWARE – October 2013
Manage The Sales Pipeline With CRM Software


TECHNOLOGY: TOP 10 REASONS TO USE CRM SOFTWARE – October 2013
CRM Software Reports Improve Sales Forecasts and Planning


WAKE-UP CALL – September 2013
Adding To The Inside Sales Team


WAKE-UP CALL – September 2013
Sales Fundamentals Work In Any Economy


REALITY CHECK – September 2013
Do You Set Realistic Sales Goals?


REALITY CHECK – September 2013
High Sales Expectations Have a Hidden Cost


DO NOT LET EXPERIENCED SALES REPS RESIST CHANGE – August 2013
Experienced Sales People Resist Change




SOAP SELLING POINTS – June 2013
Price Matters In Commercial Hand Soap Sales


SPENDING YOUR SALES TIME WISELY – June 2013
Spending Your Time Wisely On High-Potential Sales Accounts



WHEN SHOULD SALES MANAGERS GO ON FIELD VISITS? – May 2013
Sales Managers Need To Make In-Person Sales Calls, Too








– February 2013
Six Tips For Developing A Sales Superstar
There is no cut-and-dried process for creating a sales superstar, but sales managers can certainly help develop standout reps



– February 2013
Setting Sales Manager Goals
Salespeople aren’t the only employees who benefit from clearly defined goals. Create activity and personal development goals for managers

– February 2013
2012 Sales Leader: Medford Blake, United Sanitary
Medford Blake is a master at repairing and servicing vacuums and other equipment, but his real passion is in sales

– February 2013
2012 Sales Leader: Scott Franiak, Acme Paper and Supply Co., Inc.
Franiak can speak to healthcare customers from experience because he served as an EVS director for years

– February 2013
2012 Sales Leader: Veronica Segovia, Baron Chemical Co., Inc.
Veronica is the definition of a hard worker: Not only is she a sales rep, but she also is the purchasing manager


– February 2013
2012 Sales Leader: Bruce Browne, Penn Jersey Paper Co.
Bruce Browne, Penn Jersey Paper says his keys to success are organization and technology

TOP 5 SALES LEADERS – February 2013
2012 Sales Leader: Steve Bergholtz, AmSan
Steve Bergholtz had dreams of playing professional hockey. When he did not make the NHL, Steve fueled his competitiveness into sales.




– November 2012
Three Reasons For Firing Sales People
Underperforming sales reps cost too much money and time to keep on staff

– October 2012
Get More 'Proactive' Inside Sales Calls
Inside sales reps are reactionary by nature. Trying to change them is a tough task; here are four steps to try, but only if you must


– June 2012
Sales Incentive Programs That Work
For distributors, success directly correlates to the effectiveness of their sales staff. The right sales incentive program can mean the difference between a hungry sales leader and a complacent rep

– June 2012
How to Motivate Sales People
Hearing no all the time can discourage sales people. The Sanitary Maintenance Advisory Board explains how to motivate sales people to avoid complacency

– June 2012
Developing A Sales Compensation Plan for Inexperienced Reps
When compensating new or inexperienced sales reps is it best to go with salary or commission?


– January 2012
Get Used To Hearing "No"
Salespeople need to be accustomed to rejection and always push for a resolution

– January 2012
Top 5 Sales Leaders Of 2011
Meet the standout jan/san distributor sales reps who are taking the art of selling to a new level

– January 2012
2011 Sales Leaders: Smooth And Groovy
Bill Allen, Fagan Sanitary Supply, West Elizabeth, Pa.

– January 2012
2011 Sales Leaders: The Government Guru
Brad Bobbitt, AmSan, Pennsauken, N.J.

– January 2012
2011 Sales Leaders: Diamond in the Rough
Lindy Hebert, Sanitary Supply Co., Beaumont, Texas

– January 2012
2011 Sales Leaders: Living the American Dream
Hector Herrera, Armchem International Corp., Fort Lauderdale, Fla.

– January 2012
2011 Sales Leaders: Wise Beyond His Years
Josh Brown, Northern Colorado Paper




– November 2011
Jan/San Distribution Industry Holding Water
Sanitary Maintenance's latest sales study shows modest gains for distributors. Is the worst of the recession finally behind us?

– September 2011
Perfect Sales Pitch
Tips for delivering a sophisticated and successful sales presentation



COVER STORY – November 2010
Hard Sell: Sales Training
Now is not the time to stop investing in your sales staff

BOOK EXCERPT – October 2010
Are Your Salespeople Paid Fairly?
'How to Become an Exceptional Distributor Sales Leader' presents sales solutions, including compensation plans

TECHNOLOGY – October 2010
Sales? There's An App For That
Distributor salespeople are tapping into mobile applications to help do their jobs

SALES AND MARKETING – November 2009
Print Materials Still Relevant In Digital Age


CONTRACTING INSIGHTS – September 2009
Cold Calls Require A Warm-Up


EXCLUSIVE SURVEY RESULTS – September 2009
Distributor Sales 2008
SM's exclusive survey results reveal a decline in sales

FROM THE EDITOR – September 2009
Sales Are Down, But Distributors Are Not Out


IN THE NEWS – September 2009
Distributors Weigh In On Sales Rep Compensation


COVER STORY – August 2009
Game Plan For Growth
Making up for recessionary losses: New markets, new services, new staff

COVER STORY – July 2009
Complacent Sales Reps
Re-energize your team with incentive-based selling programs

FROM THE EDITOR – June 2009
It's Time To Listen To Your Customers


CONTRACTINGINSIGHTS – March 2009
Commission Vs. Salary: The Sales Pay Scale


SALES – December 2008
Win Clients With Business Reviews
This high-level selling approach focuses on customer goals rather than products


COVER STORY – August 2008
Gone Green
Distributors are 'talking the talk' when it comes to selling green products, but are they really 'walking the walk?'

FEATURE – August 2008
Generating Sales Leads Via The Internet
More distributors are using their company Web sites as a primer for sales

FEATURE – August 2008
From Salesperson To Management Material
Promoting from within may be the best fit

BUSINESSCENTER – August 2008
Getting Salespeople To Hit The Ground Running


COVER STORY – June 2008
The New Face-to-Face
The traditional sales call is in decline. From e-mail to Web conferencing, distributors are exploring alternative ways to connect with customers

TECH CENTRAL – April 2008
Software Addresses Sales Needs


TECH CENTRAL – January 2008
Sales Presentations Get Technical


BUSINESS MANUAL: SALES AND MARKETING – December 2007
Quit Training Your Sales People


BUSINESS MANUAL: ON THE SALES SIDE – December 2007
It's A Wrap



BUSINESSCENTER – September 2007
Raising Prices Without Losing Customers


ON THE SALES SIDE – September 2007
Luck Versus Positive Thinking


BUSINESS MANUAL: SALES AND MARKETING – September 2007
18 Ways To Lose The Sale


BUSINESS MANUAL: SALES AND MARKETING – September 2007
Winning The Sales Talent Quest


BUSINESS MANUAL: SALES AND MARKETING – September 2007
Sales Standards For Better Sales Results


COVER STORY – August 2007
Got Sales?
One of the biggest challenges in jan/san distribution is finding and retaining talented salespeople. Helpful tips for finding your next savvy salesperson

BUSINESSCENTER – August 2007
Selling And Marketing On A Limited Budget
An industry-update luncheon is not a commercial — it’s an opportunity to socialize about cleaning trends

BUSINESSCENTER – July 2007
Improving Your Sales Team
Poor managing of salespeople can lead to missed sales

BUSINESS MANUAL: ON THE SALES SIDE – July 2007
Your Earnings Challenge



BUSINESS MANUAL: ON THE SALES SIDE – April 2007
Your Personal Inventory


SALES & MARKETING – April 2007
Exhibiting At Facility Trade Shows
BSCs can reach many potential clients as trade show exhibitors

CONTRACTINGINSIGHTS – March 2007
Making A Sale: Seven Steps To Success
Eliminate the chance for buyer’s remorse by executing the plan and following up with the customer


CONTRACTINGINSIGHTS – February 2007
Improving Sales With Solid Structure
The sales profession is complicated. If anyone thinks selling cleaning is easy, they are wrong

TECH CENTRAL – December 2006
Sizing Up Downsized Gadgets


BUSINESS MANUAL: ON THE SALES SIDE – December 2006
Use Common Sense In Sales


SALES – November 2006
Renegotiating Contracts
Maintain strong customer ties and manage expectations for successful renegotiation

COVER STORY – October 2006
Sales: The Winners
Honoring The SM ‘Top Five’ Distributor Salespeople

EDITOR’S NOTE – October 2006
Model Your Sales Team After Our ‘Winners’


BUSINESS MANUAL: ON THE SALES SIDE – October 2006
Earn Business By Earning Trust


BUSINESSCENTER – October 2006
Marketing: Overcoming The Two Biggest Mistakes


BUSINESS MANUAL: SALES AND MARKETING – September 2006
Measuring Sales Performance


BUSINESS MANUAL: SALES AND MARKETING – September 2006
Incite Salespeople To Ramp Up Closing Ratios


BUSINESS MANUAL: ON THE SALES SIDE – September 2006
Five Reasons Why People Don’t Buy


BUSINESS MANUAL: CLEANER’S CORNER – September 2006
Restaurants: An Appetizing Market Sector


BUSINESS MANUAL – August 2006
The Five Reasons Why People Buy


BUSINESSCENTER – July 2006
21st Century Sales Techniques



BUSINESS MANUAL: ON THE SALES SIDE – January 2006
Selling Requires Major-League Skill





COVER STORY – June 2004
Distributors and Wholesalers: A Dynamic Duo
Why distributors and wholesalers pack a powerful 1-2 punch

BUSINESS MANUAL: ON THE SALES SIDE – June 2004
Sales and Selling: The Ideal Sales Interview