Redesign to create role specialization within the organization, invest in digital tools, separate market-making from market-serving activities and create a clear value proposition.
Posts By J. Michael Marks
More distributors are taking a rapid and growing interest in sales transformation and rethinking how they enable their sales teams to perform.
These tips will help your team work smarter, not harder.
Not long ago, field sales reps were Lone Rangers.
Dont squander your companys most valuable resource.
These outdated elements of the traditional sales approach are wasting the clients time.
You may not be noticing dramatic changes in your customer base or bottom line yet.
Why you should update your management style as your business grows.
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An owners interest in selling business increases when they feel threatened.
Changing your current model is difficult, but necessary.
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Provide authentic customer value to maximize shareholder return.
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Survey shows distributor sales reps could become "less necessary" in future.
Stop ignoring the sales gorilla in the room.
Primary sales channel has seen transformative impact.
