Sales Department Management

How do we strive for coverage in today’s market: add sales people, utilize e-commerce, telemarket, or move to account management? Should we be striving for 100% of the business from 50% of the customers or 50% of the business from 100% of the customers? What are the steps needed to achieve either of these strategies? What can we do to improve customer loyalty?

This seminar will cover all of these areas. We will discuss account classifications, call frequencies, and productivity measurements. Along with sales and marketing issues, we will discuss the operational benchmarks for a well-run sales department: gross margin expectations and expense levels. As gross margins on equipment sales continue to decline, it is critical that the sales department be as well managed as possible to stay profitable.

Topics to be covered include:

• Market Share or Profit: How Do We Settle the Dilemma?
• The Changing Market and What Changes Need to Happen in Selling to New Customers
• Integrating Mission and Strategies in the Sales Department
• Critical Variables for the Department and Individual Salespeople
• The Building Blocks of Marketing and Sales
• Designing and Using Results from the Customer Satisfaction Surveys for the Sales Department
• Account Priorities, Segmentation and Time Management
• Management Skills for the Sales Manager
• Recruiting and Selecting
• Training Sales Reps

Who should attend: This course is recommended for dealer principals and sales managers. It deals with all aspects of a well-run sales department.

Course Level: Overview
Length: 2 days
Class Size: Maximum of 25