How to Turn Inside Sales Reps Into Home-Run Hitters

Wholesale Change:
How to Turn Inside Sales Reps Into Home-Run Hitters 

Available on-demand


About this event

Some inside sales programs produce marginal results, while others are veritable home runs. What is different in the execution of these home run programs?  

The superior performance happens in their day-to-day activities as inside sales reps contact customers and prospects, understand their needs, position your products against those needs, close sales and ultimately build strong long-term customer relationships. 

Hosts Ian Heller and Jonathan Bein welcomed Mark Peck on Nov. 30 to discuss the following core elements in highly successful inside sales programs. 

Building and using a structured sales coverage model and plan 

  • Allocate your most valuable asset 
  • Apply the pareto principle
  • Set expectations with inside sales staff 

Managing with a systemic inside sales performance model 

  • Manage the elements of sales rep performance that drive revenue performance 
  • Develop an understanding of individual sales staff strengths and weaknesses
  • Use the performance model to coach to achievement of high sales goals 

Watch now to learn how these two business models can help drive superior execution in your inside sales program. 


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Thank you to our sponsor:

About our guest:

Mark Peck

Owner of Apexx Group

In 2002, Mark founded Apexx Group. Apexx is a business-to-business marketing and consulting firm. They aim for profitable growth from every one of their clients, whether that means branching into a new market, improving current marketing strategies, or putting a new product into the existing market. 

About our hosts:

Ian G. Heller

Founder & Senior Partner, Distribution Strategy Group

Ian Heller is Founder & Senior Partner at Distribution Strategy Group, and has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry. He has written and spoken extensively on the impact of digital disruption on distributors.

Jonathan Bein,
Ph.D.

Managing Partner, Distribution Strategy Group

Jonathan Bein, Ph.D. has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors.