Farm Equipment
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Sometimes lacking in the management area are the “how-to’s” for developing people. We often use analogies such as coaching or teaching; however, even in those professions, the steps required to successfully develop people can be unclear.
In the sales area in particular, the best doers are frequently promoted to leadership positions. But the skill set necessary for management might be entirely different than the skills necessary in sales. In this program, you will assess your current management skills and learn techniques to become more effective in developing and coaching your sales team. Using interactive lectures and examples from successful sales managers in a collaborative learning environment, you'll be inspired to develop and implement people-empowering strategies in your organization to achieve a competitive advantage.
At this seminar, you will:
The Evolution of Sales Management
Clearly, the farmer of today is much different than the farmer of 20, 10 or even 5 years ago. This customer evolution has forced changes to the salesperson and sales approach along the way. In this session, faculty experts will explore how the change is happening and uncover key insights, then talk about the practical application for sales managers.
Resilience
This session will focus on the concepts of developmental assets: the tools used to help create a resilient work force that can succeed in the face of adversity. We’ll also share some of the research on the frequency with which these tools are used in agribusiness today.
Changing Culture
Change is never easy. That’s why changing company sales culture can be a major challenge for just about any organization. Instructors in this session will provide real-life examples from organizations that have successfully shifted their sales culture.
Coaching at Work
For some leaders, coaching comes naturally. But for many it requires strategy. In this session, you’ll have the unique opportunity to hear from Purdue Athletics coaches and learn about the crossover from coaching athletics to coaching in business.
Building Your Sales Force
How do you improve your sales force: develop it or hire it? This session will help you look at both sides of this question and understand the role feedback and the importance of a career path play in the retention of employees across generations—from baby boomers to millennials.
Current and future sales managers who want to maximize effectiveness and develop leadership and coaching skills. Participants are typically responsible for the following: