Dead Last? A Sales Leader Can Turn It Around - Sales
Construction Equipment Distribution magazine is published by the Associated Equipment Distributors, a nonprofit trade association founded in 1919, whose membership is primarily comprised of the leading equipment dealerships and rental companies in the U.S. and Canada. AED membership also includes equipment manufacturers and industry-service firms. CED magazine has been published continuously since 1920. Associated Equipment Distributors
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Dead Last? A Sales Leader Can Turn It Around

By Christine Corelli

Article Date: 06-01-2011
Copyright(C) 2011 Associated Equipment Distributors. All Rights Reserved.


A few years ago, a new sales manager inherited an eight-person sales team that was ranked dead last out of six dealer branches. His one decent producer was an 18-year veteran with the company. Other than that, no one on the sales team had more than one year of sales experience or any formal sales training; they had only received product training from the manufacturer's sales schools. To make things worse, the sales staff had a pitiful attitude. In the first two weeks, the manager consistently received excuses for poor performance: "I have a lousy territory!" "Our prices are too high!" "Contractors are loyal to our competing brand!"

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Article Categories:  Sales