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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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The Business of Selling

Dealership Culture and Sales Performance

By Dr. Jim Weber posted on June 10, 2011 | Posted in Precision Ag Sales & Service
More than replacing non-performers or hiring overachievers, the success of the sales department is really a manifestation of the dealership culture that is in place and the psychological climate that permeates the department. Unlike other meaningful departmental benchmarks, however, dealership culture and sales department climate defy easy explanation and routine and repetitive calculation.
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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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Special Report

Dealers Suggest 'Alternatives' to Roll Programs

June 10, 2011
In Farm Equipment’s survey on the pros and cons of equipment roll programs, dealers were asked to suggest alternatives to these types of programs. Here’s a list of suggestions that dealers mentioned most often.
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Special Management Report

AGCO Tackles Farm Equipment's Dealer Survey

June 10, 2011 | Posted in Best Practices
Each of the major North American farm equipment makers — AGCO, Case IH, John Deere and New Holland — were invited to contribute to this special report on equipment rollovers and provide their perspective. Only AGCO chose to participate. Steve Gorsuch, director of national accounts for AGCO, provided the company’s responses. Here are his answers.
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