Industrial Manufacturing Sales Training

Increase your market share by helping your Dealer Network sell more effectively

Manufacturing Sales Training

Selling through distribution can be a blessing and a curse. A top-performing Dealer Network will help the OEM reach exponentially more customers. On the other hand, an underperforming distribution network can prevent growth and cause the OEM to lose precious market share.

At the end of the day the success of your business depends on the strength of your Dealer Network, and providing your distributors with product training simply isn’t enough to help you achieve your revenue targets or company goals.

Fundamentally, an OEM’s success centers on 3 things:

1

How effectively the OEM salespeople work with the Dealer Network

2

The strength of Dealer salespeople and sales managers

3

The Dealer's ability to hire and develop top field sales talent

If these 3 key components aren’t working in sync, then company growth targets will be missed.

The negative impact of this misalignment can’t be overstated. Not only does it lead to decreased market share, it also plays a large role in missed projections, poor forecasting for sales and production, and a general inability to control the outcomes of the partnership.

OEMs that struggle for market share are OEM’s that haven’t built a strong relationship with their Distributors. But that doesn’t mean that you can’t start to have influence over the amount of market share you’re winning.

Marketing campaigns and branding can only take you so far. Successful manufacturers make sure their dealers are hiring strong salespeople and providing them with the skills training that gets them selling more effectively.

By delivering an OEM-Sponsored Sales Channel Training program, you’re providing the Dealer with what they want – sales growth – in a way that helps you achieve your goals as well.

10 Step OEM-Sponsored Sales Channel Training Process for OEM and Dealer Sales Success

10 Step OEM-Sponsored Sales Training Process for OEM and Dealer Sales Success

"The IMPACT Selling program is a well-paced series of informative segments ranging from self-awareness to sales process that all come together in a manner that allows the participants to formulate a plan for improvement. The IMPACT sections take you right through the entire sales process in a logical sequence with activities that make sense. Excellent course material regardless of sales tenure."

- Peter Foster,

National Sales Director,
KaVo Kerr Group – Pelton & Crane

When you provide your Dealer Network with OEM-Sponsored Sales Channel Training, you’ll achieve:

Better sales results for the factory through a stronger on-the-ground sales force

Better sales results for the factory through a stronger on-the-ground sales force

Increased loyalty to you in the minds of Dealer Principles

Increased loyalty to you in the minds of Dealer Principles

Ability to provide more accurate forecasting for production and sales revenue

Ability to provide more accurate forecasting for production and sales revenue

 

By providing your Factory Reps with OEM-Sponsored Sales Channel Training, they’ll be able to:

More effectively align your product – and relationship – with the strategic goals of the dealer

More effectively align your product – and relationship – with the strategic goals of the dealer

Become seen as strategic advisors, not professional visitors

Become seen as strategic advisors, not professional visitors

Ask better question to learn how Dealer Principles want to help them grow their business

Ask better question to learn how Dealer Principles want to help them grow their business

OEM Gains $2.4 Million in Revenue by Providing IMPACT® Selling Training for Underperforming Dealer Network

Like many industrial OEMs, this company relied on distribution networks to sell its products and was facing an ever-changing, increasingly competitive marketplace with serious challenges.

Bobcat case study
READ HOW 60% OF THE DEALER REPS STARTED SELLING UP TO 3 ADDITIONAL UNITS PER  MONTH

Ready to take control of how effectively your products are sold? Let's start a conversation.