When it comes to managing a sales team, it’s important not to confuse efforts with results. In this episode, co-host Nick Goellner draws on his experience as AME Sales & Marketing Director to discuss key sales results and metrics as they relate to manufacturing sales team management, customer service, and marketing efforts.
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Co-host Jim Carr discusses what is keeping him positive at work right now. (1:37)
Nick gives a Boring Bar update, announcing staff changes and new employment opportunities. (2:37)
Co-host Jason Zenger gives a business update and introduces the topic of journalistic integrity. (4:49)
The guys discuss this week’s manufacturing news regarding U.S. manufacturing hitting a 14-month high. (8:47)
The guys introduce this week’s topic of sales and the impact it has on manufacturing businesses and how sales are managed at each business
Nick explains his four types of sales management: territory, account, opportunity, call; and defines sales force enablement and how it can improve a team. (16:32)
Nick provides details on the types of sales meetings he uses, including the frequency, order of operations, and desired outcomes. (20:19)
The guys discuss utilizing the CRM (22:20)
Nick explains the difference between group vs one-on-one meetings at AME and provides details about performance criteria including: new business development, key account management, brand building. (29:33)
Nick defines his expectations of what it means to be a brand builder and explains how he evaluates his sales team, including factors he uses to adjust compensation. (36:40)