Sales Management Overview
Managing the sales function is a critical skill for the success of
distributors and manufacturers in the power transmission/motion control
(PT/MC) industry. Sales management entails:
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Defining desired corporate results.
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Working with business partners to ensure goals of both
organizations complement one another.
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Determining the specific activities required to achieve company and
partner objectives.
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Implementing a compensation plan that motivates salespeople to
achieve corporate objectives.
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Providing needed training and coaching to enable salespeople to
meet their goals.
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Establishing appropriate monitoring systems to ensure activities
are taking place.
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Measuring results.
PTDA solutions to maximize sales management effectiveness
include:
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NEW! PTDA Value Calculators, excel-based
tools designed to help sales professionals evaluate and implement
effective value selling. MORE
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Free online value selling tools to educate customers about
total cost of ownership savings from services and products provided by
distributors. MORE
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Sales Manager's Handbook, written specifically for distribution
sales managers. MORE
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Communicating Value-Added, the distributor’s tool kit
for preparing customer presentations. MORE
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Guide to Understanding Value, a template for documenting value and
determining the sales approach with various customers. MORE
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PT Industry Sales & Sales Management Compensation Study,
reporting compensation and benefit benchmarking information for PT/MC
distributors and manufacturers. MORE
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Guide to Win-Win Sales Meetings, a free planning tool for
conducting effective manufacturer sales meetings for distributor sales
teams. MORE 
MORE
Sales
Training Solutions
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Training Solutions
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