Sales_Summit - Modern Distribution Management

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What to Expect

Strengthen your sales performance playbook by attending MDM’s 2024 Sales Summit on July 10. This one-day virtual event connects industry leaders with the latest research and peer experience to learn how customers are changing (fast), what agile sales teams are doing differently (faster), and the innovative strategies and tools market share-takers are doing to thrive in today’s turbulent and rapidly evolving sales landscape (fastest).

Speakers

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Agenda-at-a-Glance

Many distributors enjoyed record sales the past few years, even in a decelerating 2023 growth environment and uncertain outlook. While 2024 forecasts indicate low single-digit growth across many sectors, now is not the time for autopilot go-to-market strategies.

Practical case studies and peer panels across six hours of programming explore the next stage of sales model transformation, omnichannel, technology leverage, compensation and more to create high-performance, high-profit sales organizations.

Don’t rest on your 2023 results! Push your capabilities, limits and team to grow above the market, optimize your sales performance and stay ahead of customers and competitors.

State of Sales & 2024 Strategy

State of B2B Selling: Leading Hybrid Digital-Sales Rep Strategies

In a never-normal world, B2B sales leaders are finding the right balance – based on customers’ unique journeys – between digital and rep-assisted go-to-market strategies. Hear the latest research on the key attributes agile commercial teams exhibit across their people, tools and processes to know when to shift with ever-changing customer preferences.

Real-World Sales Transformation for Distributors

The gaps between distributors selling like it’s still 2019 and those who have created more adaptive team-based, digitally-supported sales models keeps widening. Mike Marks outlines the playbook for the change management and key success factors that create a high-performing distribution sales organization in continuing choppy market conditions.

For some distributors, COVID-19 is exposing an expensive and unsustainable path of margin pressure, decreasing profitability and customer engagement. For others, it’s presenting opportunities to transition to a digitally-enabled, buyer-centric sales model. What must you fix and how must you change to build an economically-driven sales model going forward? Mike Marks presents strategies, tactics and action steps to build the sales transformation transition plan that’s right for your business.

Panel: Distribution Sales Model Case Studies

Each year, we check in with distributors on their progress and learnings from multi-year sales model transformation work. Always one of the most highly rated aspects of our programs, this session includes Q&A opportunity with the presenters.

Distribution Sales Compensation: 2024 Benchmarks

Resetting Sales Compensation Plans

The increase in omnichannel sales and the events of 2020 have stressed sales compensation and incentive design like never before. Join this session to learn models to redesign total selling costs when innovations are made in traditional roles and specialization increases. Participants will understand the levers that can drive down their total selling costs while retaining the key talent necessary for success.  

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