Manufacturing Sales Training
Increase Market Share and Boost Bottom-Line Revenue
Challenges in the Manufacturing and Industrial Sales Industry
The manufacturing and industrial sales industry faces many challenges in today’s selling environment. An already overcrowded marketplace is becoming more and more competitive, leading to commoditization and well-informed buyers who seek out the lowest price.
As a manufacturer, the success of your business often lies in the hands of your dealer network and their sales representatives. An underperforming distribution network or manufacturer’s rep can prevent growth and cause your organization to lose precious market share. Providing your sales force or distributors with product training simply isn’t enough to help you achieve your revenue targets or company goals.
How Customized Training from The Brooks Group Can Help
The Brooks Group has extensive experience working with wholesale and manufacturing sales organizations to both enable sales reps on internal teams, and to create alignment between the OEM and dealer network. A customized sales training program will give your dealers access to tools that allow them to hire strong salespeople, and sales training solutions to help their sales force sell more effectively.
With the right sales training approach, a win-win scenario can be achieved: manufacturers increase market share and distributor networks win more business at higher margins.
The Brooks Group has partnered with these industry-leading companies and more
Increased Sales Performance in Manufacturing Depends on 3 Key Anchors:
The first step in a successful sales training initiative is making sure the right sales reps are in place to effectively sell your products and technologies. Brooks Talent Index assessments help dealers identify talent matched for the position, and give sales managers a guide for coaching in the most effective way.
IMPACT Selling is a straightforward, memorable sales process that can be applied to a wide range of products. Training is customized to incorporate industry challenges and terminology and gives sales professionals the skills needed to consult with prospective customers, build value, and sell more at higher margins.
A sales training program must be met with consistent coaching and reinforcement from sales management in order for the results to stick and produce long-term success. Our reinforcement programs solidify the training, and ensure that sales reps don’t revert back to old habits.
Manufacturing Sales Training from The Brooks Group will Allow Your Sales Organization and Dealers to:
Become Strategic Advisors, Not Professional Visitors
On-site visits to explain the product or answer any questions are helpful, but if sales reps aren’t bringing value to your prospects and customers then you risk commoditizing yourself. Develop your sales force to have strategic business conversations during sales calls instead of product-focused technical explanations.
Increase the Strength of Your Dealer Network
Marketing campaigns and branding can only take your company so far. Industry leading manufacturers build strong relationships with their dealer network and provide representatives and managers with skills training to sell more effectively.
Gain Market Share Through Your Distribution Network
OEMs’ failure to build strong relationships with their dealer network results in a struggle for market share. Improve your influence in motivating distributors to promote your product over others. Align your product with what the dealer wants — sales growth — in a way that helps you achieve your goals as well.