Beyond the Self Directed Sales Force
Tuesday, February 11, 11:15am - 12:15pm
Speaker: Steve Deist, Author and Partner, Indian River Consulting Group
About This Session
In the "new normal" economy many organizations are struggling with the challenge of transitioning their sales force from being self-directed to being management directed. They face slowing or declining revenue while their selling expenses remain high. They need new avenues for growth but seem to have limited ability to transition their sales force to meet the new realities. In some cases they are hesitant to confront the performance and behaviors of their long tenured field sales force because of the risk to their legacy business.
The answer is usually not more training, CRM software or tweaks to the commission plan. The right approach is to deploy your sales and marketing resources where they can really win, and then eliminating any hiding places for poor performance. The session will show the steps you can take to move from a diffuse self-directed sales force to a strategically directed, profit driven one. It will cover proven best practices in sales organization and management.
About Steve Deist
Steve Deist is a Partner with Indian River Consulting Group, an experienced-based firm that focuses exclusively on market access and distribution channels. He has over 20 years of experience working for hundreds of distributor, retail, manufacturer and private equity clients in dozens of lines of trade. He is a permanent University of Industrial Distribution faculty member and a distribution company board director. Steve has extensive knowledge of the distribution and supply chain space, with substantial experience in retail, construction and industrial channels. Steve is IRCG’s strategy guru, focused on helping companies achieve lasting competitive advantage. His hands-on approach enables him to apply leading edge concepts to the practical realities of daily business. Prior to joining IRCG, he was director of consulting services at a major supply chain software vendor. Steve’s thought provoking articles appear frequently in premier industry publications such as Modern Distribution Management. Steve has authored three books published by NAW (The Five Fundamentals for the Wholesale Distribution Sales Manager, Value Creation Strategies for Wholesaler-Distributors and What’s the Right Plan? Effective Sales Incentive Design for Wholesaler-Distributors).
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