Sales management is a hands-on job that is subject to real-time performance appraisal. This appraisal is conducted daily by salespeople, customers, suppliers, and distributor general managers and owners.

The NAW Institute for Distribution Excellence's new book, "Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team," by
Gary T. Moore provides real-world ideas, methods and direction for distributor sales managers.

"This book captures the essence of what makes wholesaler-distributors successful. Good leaders provide clear objectives and a supportive work environment to their valued employees," says George Sefer, vice president of sales, Atlas Toyota Material Handling.

"Taking Charge of Distribution Sales" explains how to coach and counsel salespeople, provide sales skills training, conduct effective sales meetings, build a sales team, provide leadership (not just management) and more.