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 www.Farm-Equipment.com.