Currie Management Consultants, Inc.  has worked extensively with hundreds of dealers in our Currie Best Practices Groups to develop better sales processes. Much of that effort has been specifically on sales management and sales managerdevelopment. This seminar will address  ineffective, sales rep patterns; sales rep performance reviews; and account prioritization questions  across many industries such as agricultural equipment, construction equipment, materials handling, power generation, lawn and garden, and transport refrigeration.

Additionally, this workshop will cover subjects relating to how sales managers can better understand the talent they manage, how that talent is segmented and how it performs. We will use data gleaned from decades of experience working with the manufacturers, as well as dealers, about contributions made by each sales rep in total revenue generated; total gross profit generated; mix between new, used and associated products; number of accounts covered and sold; compensation; and years of sales experience.

Critical behaviors of sales managers will be covered in great detail.  Currie Management Consultant will demonstrate that one of the most important correlating factors for successful Sales Departments, is time spent in the field by the sales manager coaching reps.  Additionally, you will develop specific strategies during the seminar that you will implement in order to create immediate financial gains

Currie will assist your dealership in setting up detailed action plans to keep the Sales Department focused on specific, integrated tasks such as assessing the level of talent of the sales reps, replacing weak performers, recruiting better reps, planning effective coverage, and coaching for success. Sales managers will learn how to more effectively concentrate on the activities of the sales reps to allocate the existing and conquest accounts, and to drive pre-call planning and field coaching.

Other topics covered will include The Changing Market & Making Money Where the Money is; Characteristics of a Successful Dealership/Distributor; Currie’s Fundamental Business Strategies; Drivers of Productivity & Profitability; Coverage Issues; Installed Base Value; Results Based Selling; Time Management; Building Customer Satisfaction;  Prioritizing Accounts ; Determining the Business You Want; Measuring Success; Recruiting Sales People & Establishing Commission Programs.

Space in this seminar is limited so please register early.  For questions about this seminar, contact Robin Currie by email at Robin@CurrieManagement.com, or by telephone at 508-752-9229.