The Four Key Principles of Successful Sales Transformation
By early 2020, the nature of distribution sales was already changing thanks to the rise of ecommerce. But then the pandemic hit and shook everything up even more. Buyers...
Sales Management
3 Key Steps in Sales Transformation
Self-directed sales teams are not efficient. Be smart in deploying your most powerful sales tools (your reps) with guidance from Indian River Consulting Group.
CRM Adoption: The Time is Now for Distributors
CRM stands for Customer Relationship Management. It refers to the strategies your salespeople—and all customer-facing staff—use to manage customer relationships. CRM technologies exist to help the people on your...
6 Distributor Best Practices to Improve Employee Engagement
Employees don’t want to be worker bees – they want to feel like they are part of something important. Great leadership and communication play key roles in employee engagement....
How to Reduce the Cost of Sales to Thrive in a Post-Pandemic Market
The world of distribution has proud roots dating back to the end of WWII. But making historical assumptions on the journey of transforming sales models can result in costly...
Sales Compensation Plan Best Practices in an Uncertain Market
As the pandemic continues to change the way salespeople interact with customers, forget about bandaging disruptions to old sales compensation plans. Instead, seize this moment as an opportunity to...
Is Your Sales Force Structure Built for the Rebound?
Is your sales organization in February the same organization that you want as you rebuild? Or should you take this opportunity in the midst of disruption to restructure your...
Gross Margin: Improving the Usefulness of a Time-Honored KPI
The terms “gross profit” and “gross margin” are often used interchangeably as they are both calculated the same way: the amount for which goods or services were sold minus...
Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?
Margins are declining. Growth rates have become lower than the market standard. What's going wrong, and how can you fix it?