There are popular rules that can almost always be broken, while others deserve some skepticism or flexibility, says consultant Robert Sabath.
Sales & Marketing
Our last quarterly data issue of 2020 includes promising stats on the future state of the economy, with some work left to do to get the industry back to where it was pre-pandemic. Dive into the latest MDM-Baird Distribution Survey results, as well as a preview of our MDM Analytics market forecast and wholesale revenues, sales and inventory trends data.
Amazon’s success is not an accident. It is the result of imaginative planning, technological enablement and top-notch execution — that distributors can emulate.
If we were to assign a theme to this issue of MDM Premium, it would be new beginnings. The articles you will find in the October 10 issue address keys to sales team transformation, including how to look differently at the function and job requirements of your sales department. We also speak with the new president of EPDA on his vision for distribution in Europe and how the industry will reshape itself in the wake of COVID-19.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath.