MDM Webcast Series: Part I - Understanding Territory Coverage Economics - Downloadable Recording

Featuring: Industry experts Mike Marks, Steve Deist and Mike Emerson, partners, Indian River Consulting Group

When you order this product, you will receive Part I: Understanding Territory Coverage Economics to download and view on your computer for $99. To order all three sessions for $249, click here.

Want the DVD? Click here.

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 (Order)

Part III: Tools of Effective Sales Management (Order)

About This Webcast Series
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 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.

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.

 

 

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