Distribution Industry
Collaborators Launch Project to Accelerate Sales Growth
Wednesday, January 12, 2005
Acworth, GA
The Sales Process Engineering Data Base or SPE-DB project is a broad-based
effort to accelerate sales growth by improving the effectiveness of sales
management and the performance of individual sales reps. It is being launched
by a group of organizations whose fortunes are tied to the continued growth and
profitability of the distribution industry.
“Sales has always been the most expensive, yet least accountable business
function,” says Todd Youngblood, managing partner of The YPS Group, the sales
process consulting firm managing the project. “The driving force behind this
whole effort is to address that paradox.”
Rick Howe, president of The Knotts Company, a motion technology distributor and
service provider anticipates valuable results from the SPE-DB strategy. “Better
facts lead to better decisions. This effort, by providing real data, hard
analysis and an industry-wide perspective, will enable us to improve performance
in on our most critical function – sales.”
Industry groups have also expressed keen interest in the project. Fluid Power
Distributors Association executive director Kathy DeMarco sees the potential.
“FPDA members are constantly demanding more insight into how to improve the
sales function. Our Young Executives group has been analyzing sales process
data for almost a year now, and there is intense interest in what they’re
finding. SPE-DB can help take the value they are creating to a whole new
level.”
SPE-DB foundation members include sales force automation software providers MRH
Technology Group (www.mrhtech.com/)
and Selltis (www.selltis.com/),
Gale Media (www.mdm.com), publisher of Modern Distribution Management, the
Fluid Power Distributors Association (www.fpda.org),
The Knotts Company (www.knottsco.com)
and The YPS Group (www.ypsgroup.com)
For more information, see
www.ypsgroup.com/spedb or contact The YPS Group at
info.ypsgroup.com.
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