MDM Webinars
PTDA has partnered with Modern Distribution Management to
bring you timely and relevant webinars. PTDA members receive a 15
percent discount off the price of the webinar.
Building an Effective Sales Organization for the
Recovery:
A Three-Part Series on How to Position Your
Sales Force for New Economic Realities
Featuring: Industry experts Mike Marks, Steve
Deist and Mike Emerson, partners, Indian River Consulting
Group
Part
I: Understanding
Territory Coverage Economics - July 29, 2010at 1:00 PM EDT
(90 minutes)
Part
II: Designing Incentives for Recovery - August 5,
2010 at 1:00 PM EDT (90 minutes)
PartIII: Tools of
Effective Sales Management - August 12, 2010 at 1:00 PM EDT (90
minutes)
Regular Price: $99 each or $249 for all three
Webcasts.
Association Member Price:$85 each, or $210 for all
three Webcasts.
What's the right
model for your sales force as you rebuild in the "new normal"? In this
three-part in-depth Webcast series your executive team will be
challenged to rethink territory coverage economics, appropriate sales
force incentives, and effective sales management for a leaner, more
focused and effective sales process. Attend one, two or all three
Webcasts in this series. Each 90-minute session has been designed to
provide participants with practical techniques that can be applied in
today's uncertain markets.
Who
Should Attend?
This online three-part course is designed for senior management and
sales management of distribution companies and manufacturers who sell
through independent distribution channels. While each section offers
standalone value, the series is designed as a complete unit to help
management create immediate change in their organization.
Takeaways
This Webcast series will walk distributors through the mechanics of
aligning their sales organization to their current or evolving market
strategy. Each session will cover concepts and practical guidelines. A
self-evaluation tool will be provided to participants between each
session so that they can apply the lessons from the Webcasts to their
own organizations.
Click the video below to learn more about the three sessions from
Mike Marks:
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Register
Now
Part I: Understanding Territory Coverage
Economics
Having
fewer reps on the payroll does not have to mean missed sales
opportunities. The first session of this series will address how to get
proper coverage of your customer base. You can optimize the structure of
your sales force (by, for example, implementing the true inside sales
function and improving the effectiveness of specialists) and redesigned
territories. This session will provide methods and processes to assess
when and how to reassign customers within and between sales territories.
The session will go in-depth into the risks and economics of coverage of
customers with non-field sales solutions. Register
Now
Part II:
Designing Incentives for Recovery
The second
part of this series will address aligning sales force compensation with
your strategy and the structural changes discussed in Part I. This will
include understanding sales compensation's role in a strategically
aligned company; identifying when sales compensation is an obstacle; and
various options for incentives.
Because the role of the sales force changes in a recovery, distributors
must align incentives with this shift. Reps should not get a free ride,
but they must be significantly rewarded for demand creation. In other
words, this is not about big orders, but about capturing new customers
so the firm can enjoy their continued spend in the recovery. Register
Now
Part III:
Tools of Effective Sales Management
This
session will show how improved sales management processes can
turbo-charge the techniques covered in Parts I and II of this Webcast
series. The power of strong sales management to drive strategy and
increased rep effectiveness is usually underestimated or misunderstood.
This is a golden opportunity for your company to take market share by
using a proactive strategic approach.
How should this be done in a recovery? The traditional approach during
the boom was to quickly support competitive issues and provide
responsive transaction support to sales reps. In the recovery phase,
many sales reps have forgotten how to sell and many still carry a
defensive mentality resulting in thin margins. In this session, we will
present practical tools manages can use to shift the sales perspective
from defense to offense. Register
Now
Your Instructors:
Mike
Marks
Mike Marks co-founded the Indian River Consulting Group in April 1987.
Mike began his consulting practice after working in distribution
management for more than 20 years. He has written extensively, and is
frequently quoted on industry issues.
Steve Deist
Steve Deist has over 20 years of experience in the wholesale
distribution and supply chain arenas. Steve is co-author of the NAW
sales management bible The Five Fundamentals for the Wholesale
Distribution Sales Manager. He is a highly rated speaker, an instructor
at the University of Industrial Distribution and a distribution company
board director.
Mike
Emerson
Mike Emerson began his career at IRCG in 1997. He is responsible for
managing the firm's compensation practice and also runs many of its
channel and research projects.
Learn
more about Indian River Consulting Group at www.ircg.com.
Available Webcast Formats and Pricing
for Associations
• Live Event: $85 each, or $210 for
all three (Click the Register Now button below.) No promo code needed
for live events. Discount has already been applied to live event
price.
To Purchase On-Demand Access or
DVD, enter Promo Code: MEMBER15
• On-Demand Access Post-Event (Click here for
downloadable file available within three days of Live
Event): $85 each, or $210 for all three
• DVD: $85 each,
or $210 for all three(Click here to
order now)
Enter Promo Code: MEMBER15
Would you like to attend the Live Event AND order a DVD to share with
your company? Save when you buy both! Register for the Live Events and
you will receive a promotional code and link in your confirmation email
for 50% off the Full Price of each session
DVD.
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