Outsell Your Competitors in 2021
2020 delivered a gut punch to traditional outside sales models. For some, it was a wake-up call, but for those in the MDM Sales GPS Network, it validated the often difficult decisions they made before the pandemic hit to change the way they sold – building a more proactive inside sales team, changing comp plans, creating better-defined bizdev roles, strengthening digital sales support tools, customer experience and much more.
For more than five years, we’ve been a trusted source of advice for distributors and their suppliers to build stronger sales models and organizations through research and a community dedicated to transforming traditional outside-sales generalist roles to more effective integrated sales models. In partnership with Indian River Consulting Group, we’ve hosted four annual Sales GPS conferences, conducted extensive research into innovative selling models, and hosted monthly roundtables during 2020 to bring together the latest market intelligence on how distributors were navigating the crisis and pivoting their sales teams to be more productive.
To give you a sense of the thought leadership and meaningful conversations within the Sales GPS Network community, we’d like to share with you the following insights on sales transformation from Mike Marks of Indian River Consulting Group, and Colleen Stanley, founder of SalesLeadership, Inc. from their presentations at our 2020 Sales GPS conference:
Article: How to Reframe Outdated Sales Operation Assumptions
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Article: The Cultural Shift that will Create an Empowered, Integrated Sales Team
To win business and retain it, a distributor’s sales team cannot act alone. Instead, it takes a sales “village,” according to Colleen Stanley, founder of SalesLeadership, Inc. As Stanley told attendees during her presentation at MDM’s 4th annual Sales GPS conference, creating the village starts by getting marketing and sales to break down the silos and truly work together.
If these articles tap a nerve for the challenges you’re facing to transition your current sales model to a more agile and resilient team-selling model, then please sign up to receive our latest updates as we continue to share the latest on sales transformation and our upcoming 2021 Sales GPS Conference, Nov. 1-3, in Chicago.
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We’re intensifying our efforts in 2021 to support each distributor’s unique sales transformation journey in light of 2020’s deeper disruptions to the traditional outside sales model. Watch for our rollout of research and reporting on the successful ways distributors are building more effective, integrated sales teams. Since 2017, we’ve helped our members rethink and improve the sales process:
- How to best structure outside, inside and service rep roles to spur greater sales and customer satisfaction
- How to reorganize your sales function to increase efficiency, reduce friction and improve customer satisfaction
- How distributors can use new digital tools to smooth the customer’s purchase process
- How to engage more deeply with customers to achieve greater loyalty and lifetime value
- How to motivate sales reps to support your online channel
- Fend off new digital/platform competitors with more competitive cost-to-serve models
- Sales comp programs that retain the right talent and spur higher performance
- How your sales team can help differentiate and elevate your company’s value proposition—plus increase profit margins—through more responsive customer service
- How to create a more resilient company, better able to manage continued market turmoil
- How distributors are using marketing automation to increase lead generation and sales revenue
Stay tuned as we develop our 2021 research plan and annual Sales GPS Conference agenda.
