“Nothing happens until somebody sells something.” With that simple statement, Red Motley made clear the importance of the sales function to any organization. As a distributor in the supply channel, the importance is even more acute. Selling is your lifeblood. The selling function is a significant part of your activities. Oh yes, operations, service and technical support are essential, but today’s Construction Equipment Distributor or manufacturer must be a “selling machine” where everyone who serves the customer directly or indirectly delivers and communicates (sells) value. When this thinking permeates your culture, it assures growth and profitability. What I have just described is a true “selling organization.” Leaders; transforming into a team where everyone sells and has a selling mindset will not happen by accident. You must do it on purpose. If you tell people to do the right things and your system tells them otherwise…the system will win every time. This article will highlight three things you can start immediately to indoctrinate this culture into your system: 1) Teach everyone to sell; 2) Sell the house; 3) Standardize your selling process. READ FULL ARTICLE
