This is an exclusive summary of Part 3 of the MDM Webcast series, Build an Effective Sales Organization for the Recovery, available on DVD. In this session, Mike Marks and Steve Deist of Indian River Consulting Group spoke on Tools for Effective Sales Management. This article looks at the foundation for implementing changes to the sales process.
Distributors can take different approaches to implementing change to its sales organizations. But most successful change shares five characteristics, says Steve Deist of Indian River Consulting Group.
“These are lessons we’ve learned though actual implementations over 10-plus years,” he says.
Lessons
1. Align with …
