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Featuring: Industry experts Mike Marks, Steve Deist and Mike Emerson, partners, Indian River Consulting Group
When you order this product, you will receive all three sessions in this Webcast series on DVD for $249. To order individual sessions at $99 each, choose from the following:
About This Course
What's the right model for your sales force as you rebuild in the "new normal"? In this three-part in-depth
Webcast series your executive team will be challenged to rethink territory coverage economics, appropriate sales force incentives,
and effective sales management for a leaner, more focused and effective sales process. Each 90-minute session has been designed
to provide participants with practical techniques that can be applied in today's uncertain markets.
This three-part course is designed for senior management and sales management of distribution companies and manufacturers who sell through independent distribution channels. While each section offers standalone value, the series is designed as a complete unit to help management create immediate change in their organization.
Takeaways
This Webcast series will walk distributors through the mechanics of aligning their sales organization to their current or
evolving market strategy. Each session will cover concepts and practical guidelines. A self-evaluation tool will be provided
to participants between each session so that they can apply the lessons from the Webcasts to their own organizations.
Here's an overview of the three 90-minute sessions:
Part I: Understanding Territory Coverage Economics
Having fewer reps on the payroll does not have to mean missed sales opportunities. The first session of this series will
address how to get proper coverage of your customer base. You can optimize the structure of your sales force (by, for example,
implementing the true inside sales function and improving the effectiveness of specialists) and redesigned territories. This
session will provide methods and processes to assess when and how to reassign customers within and between sales territories.
The session will go in-depth into the risks and economics of coverage of customers with non-field sales solutions.
Part II: Designing Incentives for Recovery
The second part of this series will address aligning sales force compensation with your strategy and the structural changes
discussed in Part I. This will include understanding sales compensation's role in a strategically aligned company; identifying
when sales compensation is an obstacle; and various options for incentives.
Because the role of the sales force changes in a recovery, distributors must align incentives with this shift. Reps should not get a free ride, but they must be significantly rewarded for demand creation. In other words, this is not about big orders, but about capturing new customers so the firm can enjoy their continued spend in the recovery.
Part III: Tools of Effective Sales Management
This session will show how improved sales management processes can turbo-charge the techniques covered in Parts I and II
of this Webcast series. The power of strong sales management to drive strategy and increased rep effectiveness is usually
underestimated or misunderstood. This is a golden opportunity for your company to take market share by using a proactive strategic
approach.
How should this be done in a recovery? The traditional approach during the boom was to quickly support competitive issues and provide responsive transaction support to sales reps. In the recovery phase, many sales reps have forgotten how to sell and many still carry a defensive mentality resulting in thin margins. In this session, we will present practical tools manages can use to shift the sales perspective from defense to offense.
Your Instructors
Mike Marks
Mike Marks co-founded the Indian River Consulting Group in April 1987. Mike began his consulting practice after working in
distribution management for more than 20 years. He has written extensively, and is frequently quoted on industry issues.
Steve Deist
Steve Deist has over 20 years of experience in the wholesale distribution and supply chain arenas. Steve is
co-author of the NAW sales management bible The Five Fundamentals for the Wholesale Distribution Sales Manager. He
is a highly rated speaker, an instructor at the University of Industrial Distribution and a distribution company
board director.
Mike Emerson
Mike Emerson began his career at IRCG in 1997. He is responsible for managing the firm's compensation practice and
also runs many of its channel and research projects.
