How to Adapt Sales to a New Reality
“The key thing here is that the old distribution sales model broke back in the 90s,” says Mike Marks, managing partner at Indian River Consulting Group. “Asset and economic bubbles just hid it until now.”
Marks, along with partners Steve Deist and Mike Emerson, provided suggestions for improving your sales team in a recent MDM Webcast, “Understanding Territory Coverage Economics,” part one of a three-part series available at www.mdm.com/effective-sales-webcast. This article is an exclusive summary for subscribers.
How does a distributor adapt to the new reality? A good starting point, according to Marks, is by looking more closely at your current sales structure.
Sign Up for the MDM Update Newsletter
The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.