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Articles Tagged with ''employees''

The Business of Selling

Scrutinizing Potential New Sales Personnel

June 10, 2011 | Posted in Department Management
Source: By Dr. Jim Weber, Weber Consulting
Just as important as hiring the right person, dealers and sales managers interested in improving the overall performance of their sales department would be wise to scrutinize certain individuals whose potential for long-term success has proven to be somewhat problematic.
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The Business of Selling

Dealership Culture and Sales Performance

By Dr. Jim Weber posted on June 10, 2011 | Posted in Precision Ag Sales & Service
More than replacing non-performers or hiring overachievers, the success of the sales department is really a manifestation of the dealership culture that is in place and the psychological climate that permeates the department. Unlike other meaningful departmental benchmarks, however, dealership culture and sales department climate defy easy explanation and routine and repetitive calculation.
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The Coach Approach to Managing People

By Dave Kanicki posted on April 11, 2011 | Posted in Department Management
Managing people isn’t what it used to be — or shouldn’t be. For a whole range of reasons, traditional “task-oriented-only” approaches to management just aren’t as workable or productive as they may have been at one time — for either the employee or the manager.
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Dealership Minds

How Incentives Should Work

February 8, 2011 | Posted in Dealers on the Move
Birkey’s Farm Stores believes that rewarding performance should go beyond the sales department and should also go beyond being just another way to get paid. At least that’s the way Mark Foster, Ag Division manager sees it.
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