IRCG Insights Blog

What is the Future of Independents in Distribution?

What is the Future of Independents in Distribution?

Written by Mike Marks on Friday, 05 May 2017.

I moderated a panel discussion on the future of the independent distributor in the electrical channel at this week’s National Association of Electrical Distributors National...
When It Comes to Digital, Don’t Be the Monkey Holding On to the Mango

When It Comes to Digital, Don’t Be the Monkey Holding On to the Mango

on Wednesday, 03 May 2017.

Have you heard the story about how to catch a monkey? Tie a jar with a mango inside to a tree. When the monkey tries to get the mango, his hand gets caught. Don’t be the...
3 Questions to Ask Before Changing Your Sales Compensation Plan

3 Questions to Ask Before Changing Your Sales Compensation Plan

Written by Mike Marks on Monday, 17 April 2017.

At IRCG’s recent executive workshop, Sales GPS, we spoke with wholesale distribution executives about the need to rethink their distribution sales models to adapt to new...
Bridge the Disconnect Between Tech and Culture in the Use of Big Data

Bridge the Disconnect Between Tech and Culture in the Use of Big Data

Written by Mike Marks on Tuesday, 04 April 2017.

Only 1 in 5 e-commerce executives across industries rate their organizations as having a “world-class” data-driven culture, according to Clearhead’s 2016 Digital...
Study: Field Sales Roles Still Key Despite E-Commerce Shift

Study: Field Sales Roles Still Key Despite E-Commerce Shift

on Tuesday, 21 March 2017.

Sales roles today are becoming less transactional as more customers move ordering activity online. In a recent survey we conducted with MDM, distributors have predicted that as...
What’s Missing in Amazon’s B2B Strategy

What’s Missing in Amazon’s B2B Strategy

Written by Mike Marks on Monday, 13 March 2017.

A lot of distributors are worried about Amazon’s growing influence in B2B markets. Despite Amazon’s replacement of AmazonSupply with the somewhat less-threatening Amazon...
New Download: The Distribution Sales Rep of the Future

New Download: The Distribution Sales Rep of the Future

Written by Mike Marks on Thursday, 23 February 2017.

To give you a taste of of our upcoming Sales GPS event, we’ve put together a new whitepaper: The Sales Rep of the Future, now available for free download.
Distributors: Take the Long-Term View

Distributors: Take the Long-Term View

Written by Mike Marks on Thursday, 16 February 2017.

On a daily basis, you can get news on mergers and acquisitions and the quarterly reports of publicly traded companies. And it seems like every week a new report comes out...
Are Your Salespeople Market-Makers or Market-Servers?

Are Your Salespeople Market-Makers or Market-Servers?

Written by Mike Marks on Monday, 16 January 2017.

Is your field sales team filled with market-makers or market-servers? Most distributors would answer that question with “market-makers.” But they would be wrong.
Management- vs. Self-Directed Sales Reps – What’s the Difference?

Management- vs. Self-Directed Sales Reps – What’s the Difference?

Written by Mike Marks on Tuesday, 13 December 2016.

The field sales function has been largely self-directed, with salespeople typically making their own decisions about how and where they go to market. Distributors must shift to...
3 Reasons the Field Sales Role Must Change

3 Reasons the Field Sales Role Must Change

Written by Mike Marks on Thursday, 01 December 2016.

Historically, the distribution sales process has been largely artisan – with field salespeople making their own decisions about how they go to market with little oversight...
Distribution Executives: You're Invited to Sales GPS

Distribution Executives: You're Invited to Sales GPS

on Tuesday, 15 November 2016.

Join IRCG, Modern Distribution Management and your peers at Sales GPS on March 1-2 in Austin, TX, to reimagine the distribution sales model, and get the tools you need to...
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