NAW CEO Roundtable – The Evolution of Distributor Sales Teams
The Evolution of Distributor Sales Teams
Hear how executives from several large companies have realigned and retooled their sales force as a response to market forces and the pandemic. They share insights around sales roles, developing talent, enabling the sales force and using data to make decisions throughout the process. These companies have worked hard to make adjustments that right-size their sales organization for today and ensure they are positioned for tomorrow.
This panel discussion is moderated by David Bauders of SPARXiQ, followed by 30 minutes of open discussion within breakout groups of non-competing peers.
David Bauders – CEO, SPARXiQ
Bob Decker – VP of Products & Technology, Livingston & Haven
James Howe – SVP of Sales, E-Commerce & Pricing, Motion Industries
Mark Wardley – President, MORSCO
- David BaudersCEO, SPARXiQ
David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.
After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.
David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.
In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.