Manufacturing Sales Training

Manufacturers’ Reps | Independent Sales Agents

In today’s manufacturing and industrial markets, creating value-over-price consultative relationships with customers is an ongoing struggle. Plus, most companies have to manage multiple sales channels in order to remain competitive with foreign markets. Our manufacturing training solutions stress the importance of developing a strong sales performance and management strategy. Solutions that will bring more business at higher margins by creating a better-functioning, results-oriented salesforce that has the ability to:

Ask powerful questions to leverage existing relationships and gain access to key decision-makers.
Excel at solution selling — demonstrate ROI solutions for customers’ complex business needs.
Create aliances with distributors and rep firms who share a similar work ethic and passion.
Develop a foolproof selection/evaluation process for new and existing partners.
Instigate change with channel partners who try to stick with complacency.
Fuel greater product line loyalty with distributors and rep agencies.
Tailor a value-added solution to close more business at higher margins.

CLIENT LIST: Manufacturing Sales Training

Here is a partial list of some of the companies we’ve provided sales and management training within the manufacturing industry.

How We Deliver Training

Distribution salespeople & sales teams

One-on-one coaching for independent reps, sales agents and sales managers

Customized Workshops

CASE STUDY: Manufacturer

Challenge

US manufacturer with global presence uses both a direct and indirect sales force to grow marketshare. Regional sales managers were primarily responsible for managing the distributor and rep agency firm relationships. The regional sales managers faced the following challenges.

No structured sales and sales management process in place.
Inconsistent distributor selection and evaluation process.
Lack of accountability led to mediocre sales results.
Marketing and sales were not communicating mutual objectives on defined channel markets.
Regional managers were doing more selling than managing.

Solution

PBR put together a distribution channel management program focused on managing the distributor and independent principal / agency relationships.

The Results

Manufacturer documented $9,483,000 of sales revenue as a direct result of the four month distribution channel management program.
Increased sales on all five product lines by more than 78% in 12 month time frame.
Over course of 12 months, distributors and independent sales representative agencies increased meeting performance targets from 72% to 93%
Greater marketing and sales collaboration shortened new product launches by more than 16%.

Channel Partners

Questions That Sell

Manufacturing Sales Training

CLIENT LIST: Manufacturing Sales Training

How We Deliver Training

Customized Workshops

CASE STUDY: Manufacturer