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Changing Role of Field Sales

The Changing Role of Field Sales - Digital Download


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This is a digital file. When you place your order, your receipt will include a Dropbox link to download the program files. 

The role of the traditional field salesperson is already being disrupted by the rise of Amazon and other online platforms, and customer expectations of the buying process have shifted significantly. It’s time to transform the outside sales-focused distribution sales model to one that is more responsive to rapidly changing customer needs.

In this 60-minute webcast based on the sold-out Sales GPS executive workshop from earlier this year, Mike Marks, managing partner of Indian River Consulting Group, discusses the future of the distribution sales rep. 

In this webcast, sponsored by Conexiom, you learn:

  • Why field sales must evolve
  • The future of relationship selling
  • Tips for adapting sales compensation models for millennial sellers
  • What omnichannel really means for distributors

Sponsored by:

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Mike Marks Headshot

Mike Marks, Managing Partner, IRCG

Mike Marks is the Managing Partner of Indian River Consulting Group. He began his consulting practice after working in distribution management for more than 20 years. His narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within nearly every business vertical in construction, industrial, OEM, agricultural and health care. Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers and distributors.

Mike has written several books and served as a Research Fellow with the National Association of Wholesaler-Distributors, permanent faculty at Purdue University’s University of Innovative Distribution and eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A&M University. 

Jenel Stelton-Holtmeier Headshot

Jenel Stelton-Holtmeier – Moderating
Editor, Modern Distribution Management

Jenel joined MDM as Associate Editor in 2008. While she covers a broad range of topics, she has particular interest in the impact of government policies and the economy on the wholesale distribution industry.
Prior to joining MDM, Jenel spent seven years working in the banking industry and has written for various publications including the Denver Post. She has Bachelor's of Arts degrees from the University of Oregon (journalism) and Minnesota State University-Moorhead (political science) and a Master of Arts degree from the University of Colorado Boulder.
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