SALES MANAGEMENT FOR THE 21ST CENTURY 2 2013
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.