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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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Will Equipment Rollovers Keep Rolling?

By Dave Kanicki posted on June 10, 2011 | Posted in Department Management
But it’s clear from other dealers, who are having success with such programs, that kept in check, these equipment rolls and multi-unit discounts can build machine population and market share in their sales territories. Theoretically, in the longer term, increasing the number of units in the field should improve dealer absorption rates through increased sales of parts and service.
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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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