The pandemic accelerated digital transformation, widened the gap between innovative leaders and those who resisted change, unsettled and increased customer expectations, and forced sales teams into remote interactions, says J. Michael Marks. You don’t have to be a distributor to appreciate the simplicity of the trends Marks shares. He says if you’re willing to play offense, … [Read more...]
Opinion – Determining how often sales reps should call on customers
J. Michael Marks tackles a frequently contemptuous topic about distribution sales representatives. . . . in my experience, most sales reps are market-servers, not market-makers. . . we’ve found that 95% of what customers buy from distributors they have bought before. The devil is in the details in this reference. How one defines sales really determines whether Marks’ … [Read more...]