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COMPANIES WE HAVE WORKED WITH
Manufacturing corporations, including their distribution and technology partners, experience very specific industry-based obstacles. In today’s post-pandemic environment: labor shortages, automation problems, supply chain issues, and sustainabilty concerns — are causing companies to struggle to maintain market position and profitability.
Paul Cherry and Performance Based Results offer customized sales training workshops that equip teams with the tools to master ongoing manufacturing and distribution challenges. By developing new skills on how to: beat the competition, embrace change, and close more deals — our expert manufacturing training sessions are guaranteed to deliver long‑term results!
Interior of manufacturing plant
Construction machinery
Managing inventory levels in warehouse
Manufacturing sales growth
WATCH: Paul Cherry discusses PBR’s manufacturing and distribution sales training programs.
Product commoditization is causing manufacturing industries to struggle — leading to price pressures and cost issues.
Performance Based Results says…
Improving the value proposition — Our sales team manufacturing training provides reps with the skills to ask customers smart, eye‑opening, discovery questions. By uncovering hidden issues and gaining pertinent knowledge and information, sales reps are equipped to design solutions that help differentiate the customer’s product or service. We show sales teams the best questions to focus customers on value — rather than pricing and cost concerns.
Remaining competitive in a global market is a common pain-point that many manufacturers face — especially with the looming possibility of outsourcing as a major concern.
Performance Based Results says…
Unseating the entrenched competitor — Vying for new business opportunities is an important focus in our manufacturing & distribution training curriculum. Traditional selling techniques often work against sales reps. Plus, studies show that customers are so change‑resistant, benefits often have to triple‑outweigh their reluctance to make changes. Our workshops will help sales teams develop the techniques needed to take away accounts from the competition.
With the Baby Boomer generation entering retirement, the manufacturing industry is facing a looming labor shortage.
Performance Based Results says…
Building your contact list — Our manufacturing and distribution programs get sales teams to utilize re-targeting techniques and new prospecting methods to significantly improve the quality of sales leads and increase closing rates:
Choosing distributors to manage inventory levels in a cost-effective and revenue-driving manner can be difficult, even for the most experienced manufacturers.
Performance Based Results says…
Our distribution sales training helps reps qualify distributor partners who are up-to-date with current inventory technologies — dealers who are passionate about and plan for the future. One method we implement is the 3-step questioning technique known as GAP (Goals, Actions and Problems). Below are some typical questions:
There’s an understandable level of frustration that comes with cultivating a talented and motivated manufacturing sales team — putting reps in the position to succeed — and not seeing the desired results when it comes to closing deals. Where other manufacturing sales training programs only offer one-size-fits-all solutions, Paul Cherry and Performance Based Results provide a fluid, intuitive process that’s built from the ground up and is based on delivering what businesses require to be more successful.
From identifying the most effective sales strategies and relationship-building techniques — to enhancing communication, motivation, and collaboration within your organization — our on-site manufacturing & distribution sales programs are able to bring newly-developed skills and a “fresh mindset” directly into real-life interactions.
Many sales organizations are tired of working with training programs that don’t address the unique challenges sales teams face when dealing with manufacturing and distribution industry customers. Paul Cherry has the answer.
When organizations hire PBR for manufacturing sales training and distribution sales training, we get to know and assess that company’s people, processes, and culture — we develop a sales plan explicitly for that team. Through customized sales training, sales rep workshops, and sales management coaching, we are able to help teams build stronger customer relationships that allow reps to evolve from “product peddlers” to trusted partners.
It’s a fact — the goal of every manufacturing & distribution company is to close more sales. Our coaching sessions help reps uncover and recognize their customers’ needs through asking the right questions and developing the rapport and solutions that build long-term business relationships.
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.
Performance Based Results put together a distribution channels in sales management program focused on managing the distributor, independent principal, and agency relationships.
