This week I’m writing about using a Sales Management System in a Manufacturing Company. This is a practical system for building a top-performing sales force by scripting their approach, managing their activity, measuring their performance, and tying their paychecks to results.
I have been writing about some of my hero clients and how we achieve significant results. We have 22 Coaching Modules, or areas that fall under the categories of growth, profits and freedom. These are areas within your business that when we improve your performance, your business will run better.
John’s Manufacturing Company
John is the owner of a foundry (metal castings manufacturer). At this point, he wanted to transition his business into composites manufacturing. Over the previous two years, John had seen a decline in sales and profits. As a result, he had accumulated some debt; John wanted to become debt-free and grow his retirement savings. He has two daughters that are soon to enter college. Besides, John wanted plenty of time to pursue his hobbies of cycling and bowhunting.
Tactical Marketing, Time Management, Key Performance Indicators, Strategic Planning, and Team Deployment for John’s Company
We decided to implement a Tactical Marketing Plan, Time Management Plan and Key Performance Indicators. We then developed a Strategic Plan for his business. When it was ready, we met with his team to share his vision, values, and mission. This was the team’s opportunity to give their input and buy-in to the direction of the company.
The Sales Management System Implementation in a Manufacturing Company
We decided to focus on several of our Silver Bullets. We started with the Sales Management System. With our Sales Management System, we focus on three areas: Attitude, Activity, and Acumen. Based on this, we started by setting up an internal customer relationship management system. Then John and his team began to spend time daily on marketing and contacting prospects. We did a press release about John’s new focus in the composites industry and saw a big response. Additionally, John attended some of the Composites Industry Association meetings and developed relationships with contacts there.
Results For John’s Manufacturing Company
John’s results with our Sales Management System were dramatic in his company. Here’s what he said:
“Alan has kept me focused on marketing, sales and profits and has held my feet to the fire. The results of this focus are that my sales have grown 30% and profits are up 228% over last year.”
Congratulations John on using a sales management system to grow your sales and profits. You are one of our business heroes and an inspiration to every business owner. You can view a pest control company using a revenue and profit budget here.