IRCG Insights Blog

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.
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...
How to Play to Win – Not to Not Lose

How to Play to Win – Not to Not Lose

Written by Mike Marks on Wednesday, 21 September 2016.

Every distributor says they are different because of their service and their people. But those are not differentiators: They are just the ante to play. If you have both, you get...
What’s Your Distribution Company Really Worth? 3 Considerations

What’s Your Distribution Company Really Worth? 3 Considerations

on Wednesday, 20 July 2016.

Consolidation in wholesale distribution has remained strong in part due to a wave of owner-operators wanting to move on to the next stages of their lives. As part of their...
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...
Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

on Friday, 28 October 2016.

The University of Innovative Distribution (UID) has opened registration for its March 2017 program. IRCG's Mike Marks is a permanent faculty member at UID, and will be...
Changing Your Sales Comp Plan? Communication is Key

Changing Your Sales Comp Plan? Communication is Key

Written by Mike Emerson on Wednesday, 07 September 2016.

If you embark on changes to your sales compensation plan, remember: Communication is key.
Rethink Your Approach to Sales Incentives

Rethink Your Approach to Sales Incentives

on Wednesday, 20 July 2016.

Effective sales performance is and will continue to be critical to a wholesale distribution company’s long-term success. But the sales function continues to be...
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...
What Separates Market-Driven Distributors from the Competition

What Separates Market-Driven Distributors from the Competition

Written by Mike Marks on Friday, 07 October 2016.

One distinction stands above all others in separating market-driven distribution companies from the competition: They set internal priorities based on an external, market...
Featured in MDM: Work on Your Business, Not Just In It

Featured in MDM: Work on Your Business, Not Just In It

on Wednesday, 24 August 2016.

IRCG’s Mike Marks wants distributors to be proactive, not reactive, about finding and acting on opportunities. That’s his message in two different recent articles featured...
Featured in MDM: Do New Things, Not Old Things Better

Featured in MDM: Do New Things, Not Old Things Better

on Tuesday, 05 July 2016.

IRCG Managing Partner Mike Marks recently contributed his insight on how distributors can succeed in today’s up-and-down climate in the newly released 2016 Distribution...
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