New Download: The Distribution Sales Rep of the Future

Written by Mike Marks on Thursday, 23 February 2017. Posted in Sales Management, Distribution

sales rep of the future IRCG whitepaper CoverAs you may have heard, Indian River Consulting Group has partnered with MDM to present Sales GPS 2017 on March 1-2, 2017, a live event focused on transforming your traditional outside sales model to one that is more responsive to rapidly changing customer needs.

To give you a taste of the event, we’ve put together a new whitepaper: The Sales Rep of the Future, now available for free download.

In it, learn how to start building a sales model that adapts to the ways that customers want to buy by:

  • Shifting from a self-directed to a management-directed sales force.
  • Understanding what customers are really buying.
  • Understanding the role of field sales in demand creation.
  • Letting marketing drive your sales efforts.

Download the whitepaper now, and give us a call at 321-956-8617 or email if you have any questions.

About the Author

Mike Marks

Mike Marks

Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. Over the years, his narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural, and healthcare.

Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers, and distributors. Clients have ranged from small privately owned firms to many of the industry’s market share leaders. Ownership structures have included owner-operators, private equity, ESOPs, and publically traded firms. Mike is proud of the teams work and the confidence clients have shown with additional project work.

He has written extensively, and is frequently quoted on many industry issues. He has substantial board experience on both public and private distribution firms. His contributions to the field include serving multiple terms as a Research Fellow with the National Association of Wholesaler-Distributors, permanent faculty at Purdue University’s University of Industrial Distribution, eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A & M University, and rendering several precedent-setting expert opinions in contract disputes between manufacturers and distributors.

Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, an $800 million vertically integrated electronics distributor in Stamford, CT. Mike’s path to management in his early career was through increasing responsibilities in sales and sales management. He also completed a tour of duty as a manufacturer’s representative.

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