Before the Dealership Minds Summit kicked off, Dr. Jim Weber presented a 3-hour intensive dive into farm equipment dealership sales management. The top-rated speaker at the 2017 Dealership Minds Summit, he is described as “a rock star in the OEM dealer world. He’s a really bright guy with terrific ideas that often challenges the norm.” One dealer who attended says, “Dr. Weber’s in your face style is so refreshing!” In this special, limited seating, workshop, Dr. Weber provided solutions on how to get rid of the order takers to cultivate a team of top performers. 

Dr. Weber has been a consultant/trainer and 20-Group facilitator to the agricultural and construction equipment industry for nearly 4 decades, working with International Harvester, Massey Ferguson, Case IH, John Deere, New Holland, AGCO, Link-Belt and Caterpillar. He has trained nearly 2,000 equipment dealers, 2,000 parts and service managers and over 1,000 equipment sales personnel. Farm Equipment subscribers continue to read and comment on his 5-year compilation of “The Business of Selling” series. 

In this limited-seating workshop, Weber talked in-depth on: 

• Sales Department Culture
• Replacing Order Takers with Field Marketers
• Clarifying Goals, Tasks and Responsibilities of the Sales Force
• Managing New and Used Inventory
• Differentiating Gross Margin and Cash Flow
• Compensating and Rewarding for Performance

 

The Pre Summit Workshop with Dr. Jim Weber

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