“Lean Distribution: Creating Sales Force Effectiveness”

 Recorded September 13, 2006  

Featuring Leading Industry Consultant & Author,

Michael Marks, Indian River Consulting Group

Click here to access the recorded session

“The grossly inefficient processes of the field sales force are blindingly obvious within the enterprise.”  Mike Marks, 2006

 If you could give your sales force a "Purple Pill" that would boost their effectiveness by 25% or more, would you do it?  Well, there's no "Purple Pill" to increase profit, revenue or market share.  However, there is a Sales Effectiveness Process (SEP) proven to continuously improve sales force performance through focus, discipline and a platform of accountability.

 A SEP is not a Customer Relationship Management (CRM) system.  CRM concentrates on the effectiveness of interactions with the customer, not the effectiveness of the sales force.  It is not a Sales Force Automation (SFA) system.  SFA deals with improving the efficiency of the sales force: performing administrative duties more efficiently. 

A SEP improves the effectiveness of the sales force; doing the right things rather than just doing things right.  It is a set of best sales practices with a small amount of automation thrown in.  Join Mike Marks, a leading proponent of SEP, to learn more about the concept  based on "Managing activities and measuring results."

Attendees will learn:
How to create a realistic plan.
What to manage.
How to provide feedback.
The role of the monthly territory review.

 
Click here to access the recorded session.

J. Michael Marks is Principal and Managing Partner of Indian River Consulting Group, an experience-driven firm that focuses on channel design, marketing strategies, supply chain management, compensation plans, and practical application of technology.  Marks founded IRCG in 1986 and is well known throughout the wholesale-distribution industry as both a speaker and consultant. Marks, a Fellow of NAW's Distribution and Research Education Foundation, is co-author of “What’s Your Plan?  Smart Salesforce Compensation in Wholesale Distribution” and “Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully”.  For more information about Mike Marks, visit http://www.ircg.com/ or call 321-956-8617.

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