Sales Coaching

How many ag sales reps forecasted a sales increase this year? All of them. How many will actually achieve that goal? Less than 5 percent. Why? Because the other 95 percent will not use the No. 1 secret to achieving their sales goals every year — th…

Every ag company is looking for a top salesperson. Why? Because they believe the sales rep is their No. 1 point of differentiation in the marketplace. People buy from people, right? True, but there is a lot more to it. As important as top sales reps …

How long have you been waiting for the opportunity to have the biggest sales increase your company has ever had? In my 40-plus years in this business, I’ve never seen a sales year like the one we’re about to enter. Three of the most opportunistic…

In our second INSIDERS podcast episode, Rod Osthus of RC Thomas Company tells us how he can predict how successful virtually every ag company will be, long before the 2017 selling season comes to a close in 2018. It’s not because he’s extra-…

One of the most valuable things I do for companies is help them keep their salespeople focused and on track toward meeting their sales goals. That’s not always an easy thing to do. Speaking from experience, I know that most field sellers are easily…

Most company leaders measure success by whether or not they achieve their sales and profit goals. But in today’s volatile ag marketplace, smart leaders have learned that sales and profit are no longer the most relevant indicators of long-term succe…