Gary Schwartz

I just took a quick random sampling of dealer websites.  Eight out of the ten sites I looked at were making a variation of the following claim, “We can reduce your output spend by 30-40 percent.” No doubt these are the same folks who are complaining that their sales reps only Read More

Successful dealers are always looking to grow, nothing new there.  The question is what structure should be put in place to best achieve the desired growth?  If money wasn’t an issue and we had unlimited opportunity, it would be easy to plug and play entire sales teams with the Read More

ENX Magazine and The Week in Imaging Announce Merger of Two Publications July 7, 2014 –Los Angeles, CA –  Susan Neimes, Publisher and Managing Editor of ENX (engage ‘n exchange) magazine and Scott Cullen, Publisher and Editor of The Week in Imaging (TWII), have Read More

Strategy Development to Hold MPS Sales Training Workshop August 2014 June 26, 2014 – Strategy Development, a leading management consulting and advanced sales training firm, is conducting their award-winning MPS Sales training in Dallas, TX on August 19-20, 2014.  The class Read More

One of the beautiful things about the game of baseball is the fact that stats are kept on EVERYTHING.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in two out RBIs after the seventh inning in games since Read More

Sales organizations, almost universally, believe that sales training is a critical lever in driving sales performance and yet so few organizations have devised an effective training continuum.  Logic would indicate that if you 1) believe that something is critical to your success Read More

Following are the big and small news stories for the month of January. DocuWare ISO-9001 Certified for Third Time  Jan. 31, 2013 – DocuWare has once again proven its compliance with all requirements of the international standard DIN EN ISO 9001:2008. The German Quality Read More

Whether you are looking at rep or manager performance, market share, shifts in customer dynamics, customer retention and several other relevant business measures, a strong linkage can be drawn to territory design. The methodology used to design territories is paramount to success Read More