B2B Sales Structure Optimization
Align your sales structure with your customers’ needs
Does your current sales system reflect how your customers actually buy your product? Are your costliest resources being used on your most valuable projects? We apply expertise and data to optimize your sales structure by saving money – while improving customer service.
How We Help You Cut Sales Costs and Grow
Indian River Consulting Group helps you reduce selling costs without sacrificing service by drawing distinctions around market-making activities and market-serving activities.
Specialize roles
We break down sales jobs into their component pieces to ensure the most specialized professionals only work on the highest-value tasks.
Digitize Artisan Processes
We help determine the best automated tools available for your business to reduce sales labor costs and add responsive, consistent and reliable results.
Clarify Your Value Proposition
Learn to shift the value from your salespeople to unique services and subscriptions that keep your customers loyal to you.
How we’ve helped distributors and manufacturers like you
In the midst of the COVID pandemic, we helped a distributor analyze its sales force’s productivity and where growth was coming from so they could better position for 2021. The distributor transformed its team, moving to hybrid and specialized roles and revamping incentives to maintain momentum in the new year.
We helped a field sales-driven national distributor to move from an outside-sales-driven business to inside sales, going from a one-to-one outside-to-inside ratio to one-to-five. The shift took friction out of the purchasing process for the customer and cost out for the distributor.
Sales Structure Optimization Resources
How to Successfully Restructure Sales Compensation Without Losing Your Sales Team
When was the last time you reviewed your sales compensation structure? If it’s been too long, you may be losing effective team members as a result. Having the right...
The Four Key Principles of Successful Sales Transformation
By early 2020, the nature of distribution sales was already changing thanks to the rise of ecommerce. But then the pandemic hit and shook everything up even more. Buyers...
Sales Compensation Plan Best Practices in an Uncertain Market
Designing a sales compensation plan to fit today's sales dynamics? Follow these best practices to incentivize profitable growth.
Read this whitepaper to learn about how to maintain the tried-and-true motivational compensation upside while also providing the predictable monthly income that Millennials desire.
How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition.
A market access strategy provides a framework for distributors to align their investments with real opportunities for growth.