Your sales team can quickly lose its creativity if you turn them into little robots who only track the numbers these CRM programs are looking for. If your real goal is to increase sales, there are better ways to manage your sales team.
Contractors should meet with their supplier and tell them about their changing expectations and what will be needed so they both can succeed. You must clearly communicate what you feel is necessary to succeed in today’s fast-moving marketplace.
There is one soft skill that is, perhaps, at the root of many others and that is empathy. Empathy is the ability to share another person’s feelings or concerns. Use this skill with every team member and stakeholder on the project.
The key to a successful training program is to design training that is irresistible to your contractors. If you provide a class hitting on an important topic to your local HVAC community, your class will sell out, and the folks who attended will be impressed with what your supply house can do for them.
He Served as Founding Editor of the HARDI Magazine (Under a Different Name) from 2005 to 2011
July 1, 2014
Tom Peric, an editor with more than 15 years’ experience in the HVACR industry, has been appointed editor of Distribution Center Magazine, effective July 1. Distribution Center is the official publication of the Heating, Air-conditioning and Refrigeration Distributors International (HARDI).
Each program address a specific sector of HVAC distribution in an attempt to define challenges, discover solutions to these challenges, and explore practical applications of the solutions in order to improve distribution business performance.