Sales Management

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.

Why You Should View Sales Calls as Investments

Written by Mike Marks on Thursday, 05 November 2015.

Why You Should View Sales Calls as Investments

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.

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.

Featured in Industrial Distribution: Is Your Sales Force on the Right Track?

on Friday, 27 March 2015.

Is Your Sales Force on the Right Track? was published this week on trade magazine Industrial Distribution’s website and featured in the magazine’s daily e-newsletter.

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