Sales GPS
Pre-Conference Workshop

Monday November 1, 1:00 – 5:00 PM

Sales Transformation Strategies & Methodologies in Practice

This hands-on half-day workshop unwraps the sales transformation best practices employed by hundreds of distributors during the past few years. It is a foundational style workshop developed from the research and programming co-developed by MDM and Indian River Consulting Group utilized throughout the wholesale distribution industry. Whether you are planning changes or already well down the path of modernizing your sales process, this workshop will boost your team’s efforts with proven strategy and methodology – specific to distribution sales models heavily weighted to traditional outside sales roles. Designed for both new and experienced sales executives, this workshop will give you the foundation and tools you need to fully engage in the Sales GPS Summit.

Topics covered:

  • How to execute sales transformation effectively
  • Shifting generalist to specialized outside-inside-service sales roles
  • Best practices for migrating dysfunctional sales compensation plans
  • What the best omnichannel sales models look like
  • Overcoming inertia and fear: Change management

You’ll learn from the experience of distributors who have created more effective and profitable sales processes and are moving beyond outdated sales models. You’ll gain the combined experience, knowledge and perspectives of those who have solved many of the challenges in this change process.

What you’ll gain from this workshop is the working knowledge of the best practices taught at prior Sales GPS conferences that are being successfully employed today. Plus it will prepare yourself and your team for the new material to be presented in the 2021 Sales GPS Conference with a common understanding of core sales transformation best practices.

Arm yourself with workshop foundational concepts and materials to more effectively articulate your sales transformation mission and gain alignment within your organization.


A portrait of Mike Marks, Founding Partner, Indian River Consulting Group

Mike Marks

Founding Partner, Indian River Consulting Group

A portait of Tom Gale, CEO, Modern Distribution Management

Tom Gale

CEO, Modern Distribution Management


$495.00, includes materials

*The pre-conference workshop is an add-on to your full conference registration.

Cancellation Policy

Written cancellations received prior to October 15, 2021 will be refunded in full. MDM will continue to monitor COVID-19 and any impact it may have on an in-person 2021 Sales GPS Conference.

Please contact with any questions.