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.
Sales Transformation 101 with Mike Marks

I was shocked. Somewhere near the end of my conversation with Mike Marks for this week’s MDM Podcast, an unfiltered comment came out of his mouth. (Insert sarcasm emoji here.) We were discussing sales transformation, a topic we have worked together on for more than six years. MDM is partnering once again with Indian River Consulting Group for our 6th annual Sales Transformation Summit, June 13-15 in Denver. And Mike is leading our three-part, virtual MDM Sales Transformation Bootcamp that kicks off Apr. 28. Learn more about the bootcamp here.

Mike got unfiltered because we are both passionate about the massive returns distributors experience — not just financially, but strategically with deeper customer engagement and support, and internally to a more team-based culture. It really is transformative to see what happens when there’s a shift from an often-entrenched sales process to one more in tune with how buyers want to engage with suppliers today — especially after years of disruption to traditional purchasing behaviors. (Insert Amazon Business and other alternate channels here.)

The truth is, many distributors aren’t ready to upset the cart that brings the apples or the geese that lay … you get the point. After six years of hearing hundreds of distributors tell their stories in our annual conferences, workshops, webinars and case studies, there’s a common theme: “It’s broke, but not broke enough to fix it.” It’s kind of a reverse corollary to the first sentence of one of Jim Collins’s books: “Good is the enemy of great.” It’s time to fix it.

As Mike notes in our podcast conversation, the self-directed salesforce, selling themselves first, is highly inefficient. And it shows up