You’re Invited: Sales GPS 2020 – Transform Your Distribution Sales Model

Written by Mike Marks on Tuesday, 11 February 2020. Posted in Business Strategy, Sales Management, Sales Compensation Blogs

sales gps 2020This May, IRCG’s Mike Marks and Mike Emerson will be participating once again in the Sales GPS conference in Chicago, Ill. This one-and-a-half-day conference is geared toward helping top-level wholesale distribution executives find transformative solutions in today’s market.

Speakers will address challenges such as shrinking margins, commodification, digital commerce, ballooning customer costs-to-serve, outmoded sales organizations and powerful competitors. Participants will leave with practical solutions for improving sales and financial performance and increasing customer satisfaction in today’s rapidly evolving, highly competitive marketplace.

Marks will present sessions titled “High Performance Distribution Sales Models–What’s New This Year,” and “How to Innovate Your Sales Compensation Plan.”

In a series, Emerson will present a workshop on the second day: “The Innovative Sales Comp Roadmap Mini-Workshop.” Emerson will touch on how to integrate digital tools and traditional ABC methods into modern sales compensation, comparing management and self-driven programs.

Learn more and register today at

About the Author

Mike Marks

Mike Marks

Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. Over the years, his narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural, and healthcare.

Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers, and distributors. Clients have ranged from small privately owned firms to many of the industry’s market share leaders. Ownership structures have included owner-operators, private equity, ESOPs, and publically traded firms. Mike is proud of the teams work and the confidence clients have shown with additional project work.

He has written extensively, and is frequently quoted on many industry issues. He has substantial board experience on both public and private distribution firms. His contributions to the field include serving multiple terms as a Research Fellow with the National Association of Wholesaler-Distributors, permanent faculty at Purdue University’s University of Industrial Distribution, eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A & M University, and rendering several precedent-setting expert opinions in contract disputes between manufacturers and distributors.

Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, an $800 million vertically integrated electronics distributor in Stamford, CT. Mike’s path to management in his early career was through increasing responsibilities in sales and sales management. He also completed a tour of duty as a manufacturer’s representative.

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