Digital transformation. Consolidation. Growing concerns over manufacturers’ going direct. With all the shiny objects in front of distributors right now, it’s easy to ignore...
Manufacturers are always struggling with whether or not they have the right distribution plan. They want to understand if they have the right number of distributors and if the...
Written by Steve Deist on Tuesday, 30 September 2014.
Sales management practices largely determine whether your company will thrive or dive. Crucially, many companies fail to provide sales managers with the clear sales objectives...
Kelly Carter, with more than 15 years of experience in industrial and other B2B markets, has joined the Indian River Consulting Group team as consultant.
This blog is the fourth of five in a series looking at the five keys to unlocking profitable growth. The fourth key to a successful market access strategy is to understand true...
Written by Steve Deist on Thursday, 06 November 2014.
Customer relationship management (CRM) software is only a tool and only one piece of the “sales fitness” equation. Successful people have good habits and the tools...
Sales retention is critical for wholesaler-distributors. But plans to retain top talent are usually not as effective as leaders think. This blog looks at one of the most...
This blog is the final of five looking at the five keys to unlocking profitable growth. The final key to a successful market access strategy is to invest in new capabilities.
This blog is the third of five looking at the five keys to unlocking profitable growth. The third key to a successful market access strategy is to measure the right things.
Written by Mike Emerson on Thursday, 06 November 2014.
For distributors who have had to implement reductions to their sales force, there is a legitimate concern that, as the number of salespeople goes down, so will revenues. This...
