Subscribe Log in

Sales & Marketing

How to Reframe Outdated Sales Operation Assumptions

Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.

October 11, 2020

Share

Sales Transformation 101 with Mike Marks

The field salesforce is the heart and soul of distributor go-to-market strategies. For great reasons. It’s also the biggest hidden bite to profitability today. Here’s a primer on the challenges and 3 keys to successful sales transformation that every distributor can profit from.

Shaped by decades of conventional practice, certain habits may do distributors harm more than they help. In the last six months or so since we entered the pandemic, companies have been taking time to think critically about their business practices and changing value propositions. In a presentation during MDM’s recent Virtual Sales GPS 2020 conference, High-Performance Sales Models: The Next Paradigm, Mike Marks of Indian River Consulting Group reflected on the importance of such evaluations, but also noted distributors can unintentionally slow down sales transformation efforts in the process.

T…

This is a Premium Article

Join NAW to read the full article — plus access to research, data, and intelligence.

As a member, you get:

  • Unlimited premium MDM articles, case studies, and monthly intelligence reports
  • Access to webcasts, podcasts
  • Exclusive whitepapers, research reports, and market data
  • Quarterly M&A, MarketPulse, and Economic Outlook reports
  • Access to NAW Nucleus, NAW SmartBrief, and NAW’s policy and leadership resources

The NAW Professional Membership is $850/year for individuals. It’s the fastest way to unlock this article — and everything else.

Unlock Premium Content


>> Explore all membership options

Related Articles

See More Articles