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Learn about Cleaning Topic: sales


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

SALES REPS ARE DISTRIBUTORS’ DIFFERENCE MAKERS - sm - 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 - sm - 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 - sm - 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

- sm - February 2017
2016 Sales Leader: Ross Hiller, Jersey Paper Plus


- sm - February 2017
2016 Sales Leader: Shirley Coleman, Dutch Hollow Supplies


- sm - February 2017
2016 Sales Leader: Lisa Nichols, Industrial Soap Company


COACHING THE ‘COACH’ - sm - 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 - sm - October 2016
The Top Sales Compensation Plans Of 2016 - Member Content


- sm - October 2016
Sales Incentive Ideas - Member Content


- sm - October 2016
How To Find Sales Professionals - Member Content


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


FROM THE EDITOR - sm - October 2016
Seeking Sales Leaders


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


- sm - September 2016
Stick To Essential Sales Tools With Veteran Sales Reps


- cp - August 2016
Business Proposal Software Allows For Sales Videos, Integration


- sm - August 2016
Selling IoT May Require Investment, Sales Rep Training


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


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


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


SALES LEADERS - sm - February 2016
Sanitary Maintenance Honors Five Sales Leaders That Hit The Mark In 2015


- sm - February 2016
2015 Sales Leader: Bradley Payne, Kenway Distributors Inc.


- sm - February 2016
2015 Sales Leader: Curt Rimann, WAXIE Sanitary Supply


- sm - February 2016
2015 Sales Leader: Rick Storjohann, Capital Sanitary


- sm - February 2016
2015 Sales Leader: Mike Clothier, Philip Rosenau Co. Inc.


- sm - February 2016
2015 Sales Leader: Ryan Schultz, C&C Janitorial Supplies


STEADY AS SHE GOES - sm - November 2015
Janitorial Sales Continue Slow Climb Despite Market Competition


EFFECTIVE E-MARKETING - sm - October 2015
Distributors Can Improve E-commerce Sales With Relevant Emails


- sm - September 2015
A Flare For Jan/san Sales


- sm - September 2015
How Engineered Water Fits With Chemical Sales


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


INCREMENTAL IMPROVEMENTS - sm - April 2015
Survey: Jan/San Distributors Expect Modest Sales Growth In 2015 - Member Content


- sm - April 2015
Distributors Can Find Both Business-To-Consumer And Business-To-Business Sales


SALES LEADERS - sm - February 2015
Sanitary Maintenance Assembles The 2014 Team Of Super Sales Leaders


- sm - February 2015
2014 Sales Leader: Tom Jeannette, KSS Enterprises


- sm - February 2015
2014 Sales Leader: Tiffany Sarmiento, Springfield Paper Company


- sm - February 2015
2014 Sales Leader: Ben Wright, HP Products


- sm - February 2015
2014 Sales Leader: Al Crisafulli, ATRA Janitorial Supply Company


- sm - February 2015
2014 Sales Leader: Mark Dowling, AmSan New England


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


COVER STORY: ROOKIE SUCCESS - sm - April 2014
Coastal Chemical Outgrows Garage


COVER STORY: ROOKIE SUCCESS - sm - April 2014
Turning Employees Into Family


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


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


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


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


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


THE GO-TO GAL - sm - February 2014
2013 Sales Leader: Tracey Caville, Swish Maintenance Ltd.


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


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


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


WIRED TO SELL - sm - February 2014
2013 Sales Leader: Jason Teigman, Bio-Shine Inc.


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


- sm - November 2013
Changing The Salesperson Compensation Plan


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


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


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


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


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


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


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


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


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


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


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


REALITY CHECK - sm - September 2013
Do You Set Realistic Sales Goals?


REALITY CHECK - sm - September 2013
High Sales Expectations Have a Hidden Cost


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


- news - 7/5/2013
AFFLINK Welcomes New Supplier


- news - 7/3/2013
Betco Adds To Sales Team


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


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


- news - 6/7/2013
Kaviac Adds Manufacturer Rep Groups


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


- news - 4/22/2013
ProTeam Appoints New Rep Groups


- news - 4/19/2013
DPA Members Tune Up Their Sales in Music City


- sm - April 2013
Improving Sales Performance With Four Goals


- news - 4/3/2013
STOKO Names Ken Bartley 2012 Salesman of the Year


- news - 3/29/2013
STOKO Names Southeast Top Sales Region for 2012


- news - 3/19/2013
PLZ Aeroscience Names New Sales Leaders


- sm - 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

- news - 2/26/2013
Nextstep Commercial Announces Sales Rep Agency of the Year


- news - 2/20/2013
Dave Kahle to Host Seminar for Sales Managers


- sm - 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

- sm - 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

- sm - 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

- sm - 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

- news - 2/14/2013
Ten Characteristics of a Successful Consultative Salesperson


- sm - 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 - sm - 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.

- news - 1/30/2013
MBS Dev and sales-i Join Forces to Provide Increased Sales Productivity for Dealers


- news - 12/26/2012
Mid-America Distributor Sales Represents ProTeam


- news - 12/13/2012
Henson Sales Group Recognized at ISSA Show


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

- sm - 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

- news - 8/14/2012
Enviro-Solutions Selects Summit Sales as Independent Sales Agent


- sm - 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

- sm - 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

- sm - 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?

- news - 3/6/2012
Nexstep Commercial Products Honors Waldco Sales


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

- sm - 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

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

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

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

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

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

- sm - January 2012
Setting Sales Goals In An Uncertain Economy


- sm - November 2011
Should Salespeople Collect Late Payments?


- sm - November 2011
Exclusive Survey Results: 2010 Jan/San Distributor Sales


- sm - 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?

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

- sm - June 2011
Break The Sales Comfort Zone


FREETIME - sm - May 2011
Freetime: Tom Roos, SouthSan Sales and Marketing Inc.


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

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

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

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


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


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

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


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


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

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

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


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


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

- news - 8/8/2008
Do You Hold Your Sales Force Accountable?


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

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

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

BUSINESSCENTER - cp - August 2008
Getting Salespeople To Hit The Ground Running


COVER STORY - sm - 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 - sm - April 2008
Software Addresses Sales Needs


TECH CENTRAL - sm - January 2008
Sales Presentations Get Technical


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


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


- news - 9/24/2007
The Making of a Great Sales Manager


BUSINESSCENTER - cp - September 2007
Raising Prices Without Losing Customers


ON THE SALES SIDE - sm - September 2007
Luck Versus Positive Thinking


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


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


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


COVER STORY - sm - 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 - cp - 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 - cp - July 2007
Improving Your Sales Team
Poor managing of salespeople can lead to missed sales

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


- news - 5/2/2007
Sales: Distributors Pressured to Reduce Costs


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


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

CONTRACTINGINSIGHTS - cp - 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

- news - 2/21/2007
Technology: The New Trend in Sales Calls


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

TECH CENTRAL - sm - December 2006
Sizing Up Downsized Gadgets


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


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

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

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


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


BUSINESSCENTER - cp - October 2006
Marketing: Overcoming The Two Biggest Mistakes


BUSINESS MANUAL: SALES AND MARKETING - sm - September 2006
Measuring Sales Performance


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


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


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


BUSINESS MANUAL - sm - August 2006
The Five Reasons Why People Buy


BUSINESSCENTER - cp - July 2006
21st Century Sales Techniques


TECH CENTRAL - sm - April 2006
Compensation Plans Redesigns Can Benefit Everyone


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


TECHTALK - cp - October 2005
Presentation software: Avoid Death By PowerPoint


BIZ 101 - cp - January 2005
Sales Proposals: Presenting A Lasting Impression


BIZ 101 - cp - August 2004
Keep Sales Presentations As Fresh As The First Time


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

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