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A Sales Management Refresher From the Desk of Robert P. Currie

From the Desk of Robert P. Currie

After 40 years of consulting to manufacturers and distribution companies, the changes in sales and sales management have been dramatic (technology) and surprisingly minimal (behaviors) at the same time. The sports analogy for this is that technology (video, statistics, training) have made great strides in coaches understanding the game, however, the game is still played between the lines by dedicated athletes–hopefully, well-coached athletes. The “technology” helps us coach those athletes (sales people) better, but the players (athletes and sales people) must be strong, trainable, and coachable. Is there a better example of trainable, well coached players than the 2019 USA Women Soccer Team?

Coaches having a “concept of the game” is central to the coaching of sales people. Often sales managers become sales administrators distracted by order entry, order expediting, pricing, commission calculations, contact management and a host of other administrative duties. Our observation as a management consulting firm is that this administrative process has, little by little, squeezed out the day-to-day coaching of “between the lines” activities. In the industrial equipment world, this situation is observable at the manufacturer level as well as distribution level.

In the distribution level, where the interaction is between a sales person and a customer, the concept of the game should be quite clear. It centers around the sales close. Referring back to the soccer example above, the process is: we put the ball in their net and stop them from putting the ball in our net. Recently we conducted a sales manager conference which brought up the inevitable question about lowering prices to stay competitive. We asked the sales managers to articulate the method of dealing with price objection, or any normal sales objection. The answers were not vibrant. So, we followed up with the question of the standard sales close. What do you train sales people to say at the time of close? Again, no vibrant answer.

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A Review of Distribution Sales Management and Sales Effectiveness – White Paper

From the Desk of Robert P. Currie

Currie Management Consultants, Inc. has conducted a number of projects regarding unit sales development of independently owned distribution. Some of those projects were commissioned by manufacturers and some by dealers through our Best Practices Groups (Twenty Groups). Most of this work is on-going as its principal focus is Sales Manager Development. We believe the issue of Sales Management effectiveness is becoming a significant barrier to total operational effectiveness. Since the 2008/2009 recession, businesses rebounded; sales and profits kept improving and business owners generated good returns. Much of that return focused on Service and improving performance there. Generally, dealers have successfully matured Service–it has been the star of the recovery.

As business moves forward into 2020 and beyond, the new star will likely be Sales. That is, if Sales is restructured to meet the market needs and, most critically, the staffing needs of a new generation of sales professionals. A new vision of Sales is beginning to emerge. In this document, we will discuss aspects of this new vision that impact Sales operational excellence.

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Currie Training Center updates!

Crunch time for

Building Effective Leadership and Management Skills!

April 12-13, 2018

This is a powerful two-day program packed with a collection of the essential skills from the one-year Currie Leadership Development Program.  Please register soon if you are attending this program.  We will be asking participants to complete an on-line assessment prior to arriving in Massachusetts for the program.  There are some spots available.

Other upcoming events at The Currie Training Center

  • Building Effective Leadership and Management Skills, Robin Currie

April 12-13, 2018

 

  • Leadership with Intent and Purpose, Robin Currie

May 3-4, 2018

 

  • Running a Successful Rental Department, Matt Hicks

May 7-8, 2018

 

  • Sales and Account Management, Jim Henderson

May 14-15, 2018

 

  • Benchmarking and The Currie Financial Model, Robin Currie

May 24-25, 2018

 

  • Achieving Service Department Profitability, Robin Currie

June 14-15, 2018

Registration is now open for all of these programs.  Sign up at the Currie Training Center!

Two upcoming programs and one free webinar!

The Currie Training Center is pleased to be offering two unique programs:

 

Building Effective Leadership and Management Skills—two days of essential skills to build self-awareness, emotional intelligence, and other critical leadership skills.  January 25-26, 2018.

Download the seminar agenda by clicking here:

Building Effective Leadership and Management Skills Seminar Agenda

Are you leading a team toward model performance?  Are you new to the industry, or to your company, and want to develop some additional skills to work with the culture?  Are you a rising manager or part of a succession plan?  If you answered ‘yes” to any of these questions, then register today for this program!

Join me for a free live webinar (approximately 20-30 minutes long) to provide an overview of the program plus offer Q & A.  The webinar is Tuesday, January16th at 1:00 PM EST.  Register, free of charge, for the webinar by clicking here:

Building Effective Leadership and Management Skills free webinar

 

Leadership with Intention and Purpose—very similar to Building Effective Leadership and Management Skills, but with a rising up toward the spiritual.  This is an unusual program which combines the practical and the pragmatic skills with the creative and the intuitive arenas.  You will become a visionary architect for your life, your department, and your world.    The learning within these two days will transform you into an inspirational leader with clarity and purpose  Please note this class is not religious:  all of the subjects are secular theories and philosophies, and they are powerful and timeless.  March 22-23, 2018.

Leadership with Intention and Purpose Seminar Agenda

A full schedule of events is available here:  Currie Training Center Schedule of Events.  Call us at 508-752-9229 if you have any questions.  We hope to see you here in Massachusetts!

News and updates from The Currie Training Center!

Here’s a list of our upcoming offerings.

**PLEASE NOTE**  There are currently only four spaces left in Leadership Development 2018.  All additional registrations will be added to the wait list, and those participants will begin on a different day (still in February).  Please register using the form on the Schedule of Events page and we will let you know what your status is as soon as we receive your registration.

Additional information for each program is available by visiting the Schedule of Events page.  Additionally, you will see some links for YouTube.  These videos are recordings of live webinars that you may have missed.  Visit our channel for videos about Leadership Development, Service Department Profitability, and Benchmarking and the Currie Financial Model.  There’s also a different type of video that you can watch–a 40 minute overview of global slavery and the state of human trafficking here in the U.S.  Watch the video and learn about what the Currie Team is working on in order to make this world safer for all.  Please don’t hesitate to call 508-752-9229 if you have any questions!

Building Effective Leadership Skills (Perfect for all rising managers!)

January 25-26, 2018

 

Parts Department Profitability

February 1-2, 2018

 

Leadership Development 2018 – One Year Program

Workshop #1 of 4

February 12-13, 2018

 

Benchmarking and The Currie Financial Model

February 22-23, 2018

 

Service Department Profitability

March 1-2, 2018

 

Overview of a Successful Equipment Distributor, with Bob Currie

March 12-13, 2018

 

Lead Like Jesus (pilot program), Robin Currie

March 15-16, 2018

 

Leadership with Intent and Purpose, Robin Currie

March 22-23, 2018

 

 

For more events or to purchase tickets you may visit the following link:

http://currietrainingcenter.com/schedule-of-events/

You’re invited to next week’s free webinars!

Announcing two webinars next week from

Currie Management Consultants, Inc.

You won’t want to miss them!

 

Everything you need to know about Currie’s

Leadership Development 2018

Join me for a free, live webinar on Tuesday, December 19th at 1:00 PM EST.  I will be providing an overview of the program plus the following details:

  • Structure of the Program.
  • Operational Topics for each meeting.
  • Essential Skills Topics for each meeting.
  • Commitments from the participants.
  • Events and Conference Calls between meetings.
  • Live Q & A for any additional questions.

This webinar will be recorded and will be available to watch as a free replay on the Currie Training Center’s YouTube channel.  If you miss the live version, you can still watch and submit your questions by email!  Register for the Leadership Development 2018 Webinar here!

 

 

Additional Webinar offering!

Global Slavery – an overview

 

This is also a free, live webinar on Wednesday, December 20th.  Robin Currie will show you what you need to know about human trafficking, slavery in our supply chain, and more.  We are all citizens of the same Earth, and hopefully we all share the same vision of a world without exploitation.

  • Learn the basic facts about this world crisis.
  • Clear the misinformation!
  • Discover what part we all play.
  • Be part of the solution.

The Global Slavery Webinar Series is part of the Currie Team’s ongoing commitment to a better world.  This webinar will also be offered as a free replay on our channel. Register for the Global Slavery – an overview Webinar here!

Find everything you need at The Currie Training Center website.  Our homepage has all of the information you need to register for Leadership Development 2018.  All other seminars and programs are available on our Schedule of Events page!  Call us at 508-752-9229 if you have any questions.

The Currie Best Practices Summit

Here’s the Latest and the Greatest:  click here to download your Currie Best Practices Summit Brochure and Agenda!  If you haven’t registered yet,  visit http://currieconference.com/ and click on the registration link on the top of the page!

Reason #349B to attend the Currie Best Practices Summit–“Learn from the Best”

Reason #349B to attend the Currie Best Practices Summit

Register now for the 2017 Currie Best Practices Summit.

Bob Currie will be leading Breakout Session B.  Evolving Leadership Roles as Companies Grow is specifically for Deader Principles and Dealership Executives. This session will include a small, distinguished panel of highly successful business leaders with unsurpassed knowledge and strategies for growth that can be applied to all industrial equipment dealerships.  Listen, question, and comment to two owners who have grown their businesses and how this growth impacted their leadership roles. These dealers have grown their businesses from single store operations with $5MM to $10MM in total revenue to multi store operations with $100MM+ in revenue.  For more information or to register to attend The summit, click here!

Reason #7 to Attend the Currie Best Practices Summit

You Better Be Right

In honor of Bob Currie’s obsession with sports, the Currie Team has secured a guest speaker for this year’s best Practices Summit who is sure to please!  Richard Burleson is a best-selling author of You Better be Right – 7 Steps to Success.  In his book, Dick takes us with him onto the playing field, and we see life from the vantage point of an SEC Official. With ovations from the likes of top elected officials and four-star generals, Mr. Burleson is not to be missed.

Here’s a little more information about Dick:

Richard B. (Dick) Burleson is Vice President of Neel-Schaffer, one of the leading Engineering firms in the United States.  He is a native of Alabama and was inducted into the Alabama High School Sports Hall of Fame. Dick graduated from Georgia Tech with a Civil Engineering degree.

Besides his engineering career, Dick also rose to the Army Reserves highest rank, that of Major General. He graduated from the Army War College and was Commanding General of the largest Army Reserve Command in the World. His command covered eight states, 40,000 troops and included over 5,000 soldiers placed on active duty during Desert Storm. General Colin Powell personally decorated General Burleson’s units.

One of his highest personal honors came, when General Burleson received the Spirit of America’s – Audie Murphy Patriotism Award. He was only the 23rd American to receive this award.

In addition to his engineering and military careers, Dick Burleson has been a football official in the Southeastern Conference for 25 years and worked a full schedule of top SEC games every year as head referee. Dick has served as Chief Referee and President of the SEC. He officiated fifteen major bowl games and the SEC Championship game.

His last game on the field was as the head referee for the National Championship Rose Bowl game.  He is now an SEC staff advisor on officiating and evaluates officials’ performance each Saturday from the SEC Command Center.  His book, “You Better Be Right”, has reached the #1 Best Sellers list at Barnes & Noble Bookstores.

Click here to Register for the Currie Best Practices Summit November 7-8, 2017

Or call us at 508-752-9229 with questions!

News from The Currie Training Center

Featured Program:

Benchmarking and the Currie Financial Model

This program is coming up very soon!  September 14-15 are the dates, and this Seminar is presented by Robin Currie.  There are still plenty of spots open so register here:  http://currietrainingcenter.com/registration/ and choose Benchmarking from the dropdown menu (it should be your first option).  After we receive your registration, we will contact you to discuss payment options and accommodations.

Other programs:  Please visit our Schedule of Events page to see what’s happening (and there’s a lot!).  Highlights for the upcoming season are:

  • Leadership Development 2018–one year program. Begins February 12th-13th, 2018 and registration is now open.

 

  • Leadership with Intention and Purpose—NEW PROGRAM!! By Robin Currie. The dates for this seminar are October 12th-13th.

 

  • Currie Best Practices Summit—first of its kind, multi industry event in Dallas, Texas November 7th-8th. Learn more by visiting the Currie Conferences website.

Visit the Currie Training Center website to see it all!