IRCG Insights Blog

Sales GPS 2019 Preview: Transform Your Sales Force

Written by Mike Marks on Friday, 25 January 2019. Posted in Distribution

SalesGPS2019IconWith customer preferences changing nearly as fast as the technology that’s available, it’s no surprise many distributors are struggling to keep up, never mind stay ahead. IRCG Managing Partner Mike Marks will be talking about how distributors can transition their sales models in the face of this constant change at the upcoming Sales GPS 2019 conference being hosted by MDM in Las Vegas, Feb. 20-22. He’ll kick off both days addressing the challenges distributors face, as well as how they can adjust their incentive plans to drive behavior.

Read the five steps that will transform your sales force for future success, published on MDM.

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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