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.
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 geography or comfort level vs. real opportunity.