Sales Management

Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?

Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?

Written by Mike Marks on Tuesday, 26 November 2019.

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

Stump the Consultant: Biggest Mistakes Made with Sales Compensation

Written by Mike Marks on Wednesday, 20 November 2019.

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?

How Often Should Sales Reps Call on Customers?

Written by Mike Marks on Monday, 01 October 2018.

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...
Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Written by Mike Marks on Monday, 24 September 2018.

Are your direct and inside sales teams structured to embrace or resist an e-commerce channel? If you're grappling with this very challenge, Zilliant and IRCG invite you to a...
Specialize and Support Your Sales Team

Specialize and Support Your Sales Team

Written by Mike Marks on Wednesday, 19 September 2018.

Mike Marks was recently featured by Modern Distribution Management talking about the importance of specialization in sales.
5 Ways to Improve Sales Productivity

5 Ways to Improve Sales Productivity

Written by Mike Marks on Thursday, 03 May 2018.

Your outside sales reps are your most expensive resource. Here's how to increase sales productivity and ROI.
What Is the Best Inside-To-Outside Sales Ratio?

What Is the Best Inside-To-Outside Sales Ratio?

Written by Mike Marks on Wednesday, 25 October 2017.

The ideal ratio for inside sales to outside sales ranges from 1:1 to around 10:1. To find your ideal ratio, consider the current reality inside your company and that of others...
Webinar Preview: Maximize Your Sales ROI by Focusing on 2 Simple Things

Webinar Preview: Maximize Your Sales ROI by Focusing on 2 Simple Things

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,...
Study: Field Sales Roles Still Key Despite E-Commerce Shift

Study: Field Sales Roles Still Key Despite E-Commerce Shift

on Tuesday, 21 March 2017.

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...
New Download: The Distribution Sales Rep of the Future

New Download: The Distribution Sales Rep of the Future

Written by Mike Marks on Thursday, 23 February 2017.

To give you a taste of of our upcoming Sales GPS event, we’ve put together a new whitepaper: The Sales Rep of the Future, now available for free download.
Are Your Salespeople Market-Makers or Market-Servers?

Are Your Salespeople Market-Makers or Market-Servers?

Written by Mike Marks on Monday, 16 January 2017.

Is your field sales team filled with market-makers or market-servers? Most distributors would answer that question with “market-makers.” But they would be wrong.
Management- vs. Self-Directed Sales Reps – What’s the Difference?

Management- vs. Self-Directed Sales Reps – What’s the Difference?

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...
3 Reasons the Field Sales Role Must Change

3 Reasons the Field Sales Role Must Change

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...
Why You Should View Sales Calls as Investments

Why You Should View Sales Calls as Investments

Written by Mike Marks on Thursday, 05 November 2015.

Are your salespeople spending time with customers where there is real opportunity for growth? IRCG has found that many salespeople spend more time with customers based on...

Nature vs. Nurture in Sales Management

Written by Steve Deist on Monday, 22 June 2015.

The skills needed to excel as a wholesale distribution sales rep are different than those needed to lead as a sales manager.
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