Complete Story
10/31/2022
045. The Real World of Distributor Sales Transformation
Instructor: J. Michael Marks
Level of Complexity: Intermediate
8:00 AM - 9:30 AM
This workshop is focused on how to improve both the efficiency and effectiveness of a distributor’s selling efforts. It is easy to describe and hard to do, so the session focuses on specific practices from over 100 distributors that have gone down this path where some have been on it for ten years. Mike will share specifics and name several distributors who are recognized in the field as leaders, both small and large. The session will cover how marketing takes over the front end of the sales pipeline, the specialization of selling roles that separate market making from market serving, the specialization of incentive practices, how to get a CRM to actually work, and how to build a practical light touch sales Management (Incl HR) (Incl HR) and coaching process.
Bookstore
From Status Quo to Status GROW®
Todd Cohen
From Status Quo to Status GROW®” is an engaging and action-oriented book by Todd Cohen. It is the fourth installment in the “Everyone’s in Sales” series of business books. This book emphasizes the “everyone’s in sales” mindset through the perspectives of professional and personal leadership. The fact is that everyone is involved in sales, and everyone has the potential to be a leader—it's YOUR choice! While sales training is designed for the sales team, fostering a sales culture is essential for the entire company, ensuring that it remains competitive and profitable.
