On Thursday, Feb. 6, 2020 at 1 p.m. ET, Indian River Consulting Group Managing Partner Mike Marks will present a free webcast on how to make 2020 your best year yet, focused on sales models that perform better than ever.
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 the amount for which they were purchased. True, the mathematical values are ultimately the same, but what many folks understand those terms to represent are quite different.
Written by Mike Marks on Monday, 11 September 2017.
During the Sales GPS executive workshop earlier this year, I covered why and how field sales must evolve to meet the changing needs of today’s buyers. During my presentation, I talked about research IRCG conducted for HARDI, and I’ll also be talking about it during my upcoming webcast on The Changing Role of Field Sales September 22. I’ve shared this research many times, and I’ll keep sharing it until people take the key takeaway to heart: that a salesperson’s ability to disrupt the current supplier of a product through their own determination is extremely low.
Sales roles today are becoming less transactional as more customers move ordering activity online. In a recent survey we conducted with MDM, distributors have predicted that as this trend continues, sales reps will have a harder time getting in front of customers (see Amazon Effect Takes Aim at Relationship Equity). A million U.S. field sales positions may even disappear because of growing e-commerce, if Forrester’s 2015 prediction is to be believed.
Written by Mike Marks on Tuesday, 13 December 2016.
The field sales function has been largely self-directed, with salespeople typically making their own decisions about how and where they go to market. Distributors must shift to a management-directed sales model.
Written by Mike Marks on Thursday, 01 December 2016.
Historically, the distribution sales process has been largely artisan – with field salespeople making their own decisions about how they go to market with little oversight from sales management. Here are three reasons why that has to change.