Sales Tracks

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Monday, May 24 | 12:30 – 1:15 pm | Location: St. Thomas
Sales Management at a Distance

Troy Harrison
Troy Harrison International 

One of the most challenging topics in the world of sales management is how to manage salespeople that you are not seeing face-to-face on a daily or weekly basis. Many distributors, manufacturers, and other companies in the equipment industry have a remote sales team. There are techniques and technologies that will enhance our communication and accountability with remote sales teams, and in this session attendees will learn best practices to get the most out of their sales team, no matter where they may be. 

Learning objectives include: 

  • Easy and cheap technological tools to help you manage your team 
  • Gaining remote accountability 
  • Best practices for remote onboarding 
  • Communicating with your remote salesperson 
  • And more! 

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Monday, May 24 | 1:45 – 2:30 pm | Location: Trinidad
Strategic Planning: How to Forecast Your Sales 
With Confidence
Steve Clegg
Winsby, Inc. 

This session will explore a 12-month forecasting model based on artificial intelligence that has been developed for dealers and manufacturers. It reliably predicts sales by incorporating the past three years of data and has a confidence level of over 95%. The session will break down the forecast by parts, service, rental, and equipment by location. Attendees will learn a method of predicting future revenues that is based on concrete actions that show exactly what steps need to be taken to grow their business. 

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Tuesday, May 25 | 2:15 – 3:30 pm | Location: Antigua
Bulletproof Selling: Systemizing Sales for the Equipment Industry
Shawn Rhodes
Shoshin Consulting

Sales is often called the battlefield of business, and for good reason: no matter how great our products or services are, if we can’t sell them we’ll lose the battle for customers. Shawn Rhodes, named a top sales expert by the National Speakers Association, has paved the way in the world of sales by showing businesses from Fortune 100 companies to solopreneurs how to systemize their sales processes to never lose a sale for the same reason again. In this interactive breakout, he’ll share how salespeople can begin to systemize their sales processes, scale successes and ensure they never lose a sale for the same reason twice.

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Wednesday, May 26 | 1:30 – 2:45 pm | Location: Jamaica
The Performance Process: Navigating Sales Activity Management
Troy Harrison
Troy Harrison International 

Getting the highest performance from your salespeople can be challenging. It’s even more challenging when you don’t have good metrics and KPIs to work from, but yet, most companies in the equipment industry do not. Without good metrics, you won’t know whether your salespeople aren’t performing because of a lack of skill, a lack of effort, or other reasons. This session will show you an easy-to-implement method of building a set of sales metrics that will track the key junctures in the sales process.  

 Topics covered include: 

  • What activities to track 
  • Working with the end in mind 
  • How to use your performance model to troubleshoot 
  • Tools to track activity 
  • And more! 

Speaker Bios  Register Now!

 

Wednesday, May 26 | 3:15 – 4:30 pm | Location: Montego B/C/D/E
Customer Service & Sales Culture: Perfect Together
Todd Cohen
SalesLeader LLC

Customer service is a vital part of the overall organization and, in many cases, drives profits and growth. Yes, some organizations still separate the two functions, but that is costing you money and prestige. Attend this engaging and informative session to increase profits, associate retention, and drive your customer satisfaction AND sales in 2021!

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Summit Note: Professional education sessions will be available to in-person and virtual attendees. Each in-person session will be following the CDC’s guidelines for safety protocols. Please visit our Safety Protocols page here.

 

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