The following article is based on the 2019 Dealership Minds Summit. To watch the presentations, click here.

What sets a highly successful and profitable farm equipment dealership apart? It doesn’t have to do with size or scale. It’s not about the number of locations. “It’s a manifestation of leadership and management. It’s just that simple. It’s about how we manage the people,” veteran industry consultant Dr. Jim Weber told a sold out crowd of 250 at the Dealership Minds Summit in Peoria, Ill., held July 30-31, 2019. 

The days of order-taking are long gone. Farm equipment salespeople need to be out in front of customers and on the farm, not waiting for buyers to walk into the store. Getting salespeople to change their ways can be a challenge, but it’s not one you can’t tackle. Through a clear and structured sales strategy, culture of excellence and a compensation plan that motivates the sales team, you can get everyone performing at the level you expect. 

Farm Equipment’s editors picked the brains of some of the top sales minds in the ag equipment dealership world and asked them to share their experiences with sales management. The pages — and 5 in-depth articles — that follow highlight just some the best advice and insights shared during the 2019 Dealership Minds Summit with the theme of “360 Sales: Actionable Strategies for the Farm Equipment Dealer.” Additional articles and videos from the Summit can be found on

More Dealership Minds Summit coverage 

No More Order Takers: Strategies for Motivating & Improving Your Sales Team

8 Factors for Cultivating & Promoting a Professional Culture of Excellence

Compensation Plans: A Tale of Two Dealerships

Van Wall Equipment’s Formula for Clear Sales Strategy

No Sales Left Behind: Using Tech to Boost Your Sales Team

Ritchie: Create a Team of Solution Sellers

Feed Your Sales Team — A Presentation From Shawn Skaggs

The On-Farm Visit: How to Get the Most from Client Face Time

Redefining Your Sales Mindset

Adding Specialized Product Lines Can Expand Your Customer Base

Getting the Salesforce Out of the Dealership & In Front of the Customer

Purchase Projections: Look Beyond the Sale

3 Ways to Get Your Aftermarket Team to Adopt a Sales Mentality

Is a Call Center Right for Your Dealership?