Sales Management

How to Reduce the Cost of Sales to Thrive in a Post-Pandemic Market

Written by Mike Marks on Friday, 06 November 2020.

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 pitfalls, especially in a post-pandemic world. The market is changing too quickly.

Sales Compensation Plan Best Practices in an Uncertain Market

Written by Mike Emerson on Thursday, 05 November 2020.

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 restructure your sales compensation plan.

Is Your Sales Force Structure Built for the Rebound?

Written by Mike Emerson on Thursday, 30 July 2020.

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 sales force?

Free Webcast: Make 2020 Your Best Year Yet: Sales Models that Outperform

Written by Mike Marks on Wednesday, 12 February 2020.

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 ever.

You’re Invited: Sales GPS 2020 – Transform Your Distribution Sales Model

Written by Mike Marks on Tuesday, 11 February 2020.

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

Written by McKinnon Shisko on Thursday, 02 January 2020.

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 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.

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

Written by Mike Marks on Tuesday, 26 November 2019.

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

Written by Mike Marks on Wednesday, 20 November 2019.

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?

Written by Mike Marks on Monday, 01 October 2018.

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 existing customers.

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

Written by Mike Marks on Monday, 24 September 2018.

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

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 watch our free webinar: Restructuring Your Sales Team When Incorporating eCommerce.

 

Specialize and Support Your Sales Team

Written by Mike Marks on Wednesday, 19 September 2018.

Specialize and Support Your Sales Team

Mike Marks was recently featured by Modern Distribution Management talking about the importance of specialization in sales.

5 Ways to Improve Sales Productivity

Written by Mike Marks on Thursday, 03 May 2018.

5 Ways to Improve Sales Productivity

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?

Written by Mike Marks on Wednesday, 25 October 2017.

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

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 in your industry.

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

Written by Mike Marks on Monday, 11 September 2017.

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

During the Sales GPS executive workshop, 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 also talk about it during my webcast on The Changing Role of Field Sales. 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.

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

on Tuesday, 21 March 2017.

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

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.

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