Ryan Holota's Blog (4)

Sales And The Pareto Principle

You have probably heard of the Pareto Principle, even if you are not aware that it had a name. In a nutshell, the Pareto Principle is the 80/20 rule. For salespeople, this means that roughly 80% of your sales come from 20% of your customers. It also suggests that 80% of your problems come from 20% of your clients. While the ratio may vary from person to person, this principle has been proven fairly consistently since it’s inception in 1906.

For years, many sales…

Added by Ryan Holota on March 24, 2010 at 12:41am — 2 Comments

Understanding Your Role In A Dental Office

Each of us performs many roles in our lives: father, son, mother, daughter, sister, brother. As sales reps we also perform many roles in a dental office: equipment expert, business advisor, information supplier, friend, and confidant. It is important to understand these roles to understand how you fit into your clients’ offices and how you can best serve your clients in order to grow your own business.

I worked for several years with a sales rep that was not very popular in the… Continue

Added by Ryan Holota on February 18, 2010 at 9:19am — No Comments

Setting Specific Goals to Improve Your Sales Performance

As a new year begins, many people are setting goals for themselves, either personal or professional. Setting good professional goals makes us push ourselves to learn more and improve our sales and business skills. By now, most of you will know how much you sold in 2009, and you would probably like to sell even more in 2010.

There are many ways to set effective goals, but my personal favorite is to follow the SMART method. SMART stands for:

S Specific

M… Continue

Added by Ryan Holota on January 7, 2010 at 11:32am — No Comments

What Is In Your Sales Bag?

The Sales Bag

Salespeople have an intimate relationship with their sales bag; it is almost impossible to be successful in sales without spending at least a few moments thinking about your sales bag and the items contained in it. Still, I regularly hear stories about Sales Reps that are woefully unprepared to do their job. One of my favorite stories involved a new Dental Rep who visited an office without a pen. I guess she thought that her chances of getting an order were… Continue

Added by Ryan Holota on December 8, 2009 at 11:29am — 4 Comments

The DSO and Group Practice Market

What drives the decision to join a DSO?



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Created by Dental Sales Rep May 14, 2008 at 7:30pm. Last updated by Dental Sales Rep Dec 9, 2010.

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