Manufacturing
Sales Training Programs

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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 – a strategy that will bring more business at higher margins by creating a better-functioning, results-oriented sales force.

If you believe the answer to boosting your bottom line means adding more customers, you’re not alone. Although growing top-line revenue offers distinct advantages, you know expanding your customer base isn’t so simple. Your customers have more options than ever before.

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Understanding your customer’s needs – and delivering the high-quality product that adds value – is essential. Performance Based Results provides customized on-site manufacturing sales coaching and workshops that engage, instruct and energize. The manufacturing sales representative training programs by Performance Based Results teaches your team how to get the information that leads to the relationships that drive sales – so get in touch with us today.

Case Study:

Leading Manufacturer

Challenge

US manufacturer with global presence uses both a direct and indirect sales force to grow market share. 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, independent principal, and 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 twelve 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%.