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 Management
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...
Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?
Margins are declining. Growth rates have become lower than the market standard. What's going wrong, and how can you fix it?
Stump the Consultant: Biggest Mistakes Made with Sales Compensation
The biggest mistake management teams make, when it comes to sales compensation, is using the pay plan to manage salespeople.
How Often Should Sales Reps Call on Customers?
Mike Marks writes that the question how frequently sales reps should call on customers misses the mark. It assumes, he says, that outside sales reps should regularly be visiting...