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Steve Deist of Indian River Consulting Group says that getting sales reps to do what you want starts with figuring out what your customers want. In this exclusive MDM Webcast summary, Deist talks about steps distributors can take to segment, target and position more effectively – the first steps to building out a better sales force structure and sales compensation program.
How can you get sales reps to do what you want them to do?
Before jumping right into sales compensation or structure as the answer, Steve Deist of Indian River Consulting Group recommends taking steps to understand the ...