Synergy held our 2019 Sales Management Forum in Chicago for 29 attendees from 23 member companies.
The Sales Manager’s Role
Craig Condon, Owner/Vice President of Service Sales for Pacific Rim Mechanical, kicked off the first day with an overview of his sales manager role. He shared an overview of the Pacific Rim sales team, their sales process, expectations he sets for the team, and lessons learned. Craig explained that his main role is to remove any roadblocks that keep each rep from being success. The group then spent time in small groups talking about what they heard from Craig that they could implement back home, how much much time each week they spend with their sales teams, where they excel, and where they see room for improvement.
“It was great to identify a company like Pacific Rim that has found a lot of success and have them share their story,” said Jeremy Goodland (Western Allied).
Estimating Programs and Strategies, Growth Through Project Sales, Full Service Agreements
The group also talked about estimating programs and strategies and growth through project sales. The morning ended with a discussion on full service agreements. Synergy Partner Jim Wilson with Financial Risk Solutions shared information with the group on how to mitigate full service risk.
Culture Index – Creating the Ideal Sales Profile
In the afternoon Synergy Partner, Mark Connelly with Culture Index, helped the group create the ideal sales profile for hunters and account managers.
“It was very interesting to see ideal characteristics for individual roles and how your team compares,” said Nick Davis (MSD).
Attendees also got the opportunity to talk about different compensation plans and incentives that work. Craig McElwain (Oklahoma Chiller) and Craig Condon (Pacific Rim Mechanical) each shared how their organization has implemented team selling with shared commissions.
Marketing, Social Media, XOi Technologies
Allison Rodgers (Synergy) shared some marketing information and social media tips with the group. Synergy Partner John Cahalan with XOi Technologies shared the best ways to utilize XOi in your sales process to distinguish you from the competition.
The meeting closed with members completing their action plan to write down takeaways and goals to tackle with their teams.
“It was great to see everyone. I always leave feeling like part of a family,” said Bob Marshall (Dowling Corporation). “This is a great group with unbelievable depth and variety of experience to draw from.”
Watch The Day Two Highlights: