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Restarting Your Business

By Dr. Scott Downey posted on May 24, 2021
If I had to guess, I would say that a majority of salespeople have sorely missed building new customer relationships and expanding business over the last year or so. In my conversations with sales managers and salespeople, they’ve been able to hold the line and maintain current customer relationships, but it has been extremely difficult to grow new ones.
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Kim Schmidt
To the Point

Finding the Opportunity in the Difficult

By Kim Schmidt posted on May 18, 2020
Spring 2020 is going to be a spring that we remember and one that brought business challenges unlike any we’ve experienced before. But crops still got planted, parts purchased and equipment serviced. There have been challenges indeed, but those challenges have brought opportunities to connect with your customers in different ways and also fine tune some processes.
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Dealership Minds Summit 2017

[Video] Dealer-to-Dealer Panel: Compensation That Emphasizes — and Moves — Used Equipment

December 21, 2017 | Posted in Best Practices, Used Equipment Remarketing
Dealers lament about the struggles of keeping salespeople focused on moving used equipment rather than just the shiny new units. A sure way to light a fire under your sales team is with compensation plans designed specifically to move used equipment — where the biggest impact exists. From withholding commission until a trade is sold to attaching bonuses to the used units, compensation plans tied to used equipment vary greatly — all with their own pros and cons.
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Wider World of Business

Great Salespeople Are Born, but Great Sales Forces Are Made

June 6, 2016 | Posted in Best Practices
Source: Harvard Business Review
In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. Yet the fact that companies in the U.S. alone spend more than $20 billion annually (by conservative estimates) to train salespeople on products, selling skills, and territory management, demonstrates the widespread belief that you can help “make” salespeople great.
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Dealership Minds 2014 Video

Distributing Information on Available Used Equipment

February 9, 2014 | Posted in Best Practices
Rick Rusin, Used Equipment Remarketer for Champlain Valley Equipment (headquartered in Middlebury, Vt.), manages the upkeep of a used equipment spreadsheet with the entire company's used inventory. The spreadsheet is a great resource for all salesmen.
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Cornerstones of Success

September 19, 2011 | Posted in Best Practices
Source: David Meyer, CEO, Titan Machinery Inc., Fargo, N.D.
We need to understand what is important to the customer, what drives his purchase decisions and what differentiates you and your dealership from the others.
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