Sales Management

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

Written by Mike Marks on Friday, 24 January 2020.

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

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.

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 a 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 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.

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.

New Download: The Distribution Sales Rep of the Future

Written by Mike Marks on Thursday, 23 February 2017.

New Download: The Distribution Sales Rep of the Future

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?

Written by Mike Marks on Monday, 16 January 2017.

Are Your Salespeople Market-Makers or Market-Servers?

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?

Written by Mike Marks on Tuesday, 13 December 2016.

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

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.

3 Reasons the Field Sales Role Must Change

Written by Mike Marks on Thursday, 01 December 2016.

3 Reasons the Field Sales Role Must Change

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.

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