3 Key Steps in Sales Transformation
Self-directed sales teams are not efficient. Be smart in deploying your most powerful sales tools (your reps) with guidance from Indian River Consulting Group.
Sales Management
CRM Adoption: The Time is Now for Distributors
CRM stands for Customer Relationship Management. It refers to the strategies your salespeople—and all customer-facing staff—use to manage customer relationships. CRM technologies exist to help the people on your...
6 Distributor Best Practices to Improve Employee Engagement
Employees don’t want to be worker bees – they want to feel like they are part of something important. Great leadership and communication play key roles in employee engagement....
How to Reduce the Cost of Sales to Thrive in a Post-Pandemic Market
The world of distribution has proud roots dating back to the end of WWII. But making historical assumptions on the journey of transforming sales models can result in costly...
Sales Compensation Plan Best Practices in an Uncertain Market
As the pandemic continues to change the way salespeople interact with customers, forget about bandaging disruptions to old sales compensation plans. Instead, seize this moment as an opportunity to...
Is Your Sales Force Structure Built for the Rebound?
Is your sales organization in February the same organization that you want as you rebuild? Or should you take this opportunity in the midst of disruption to restructure your...
Free Webcast: Make 2020 Your Best Year Yet: Sales Models that Outperform
Indian River Consulting Group Managing Partner Mike Marks presented a free webcast on how to make 2020 your best year yet, focused on sales models that perform better than...
You’re Invited: Sales GPS 2020 – Transform Your Distribution Sales Model
This May, IRCG’s Mike Marks and Mike Emerson will be participating once again in the Sales GPS conference in Chicago, Ill.
Gross Margin: Improving the Usefulness of a Time-Honored KPI
The terms “gross profit” and “gross margin” are often used interchangeably as they are both calculated the same way: the amount for which goods or services were sold minus...