Using a Sales Management System in 2022: Manufacturing Company

Sales Management System

A Sales Management System

This week I’m writing about using a Sales Management System in a Manufacturing Company. This is a practical system for building a top-performing sales force by scripting their approach, managing their activity, measuring their performance, and tying their paychecks to results.

I have been writing about some of my hero clients and how we achieve significant results. We have  36 Coaching Modules, or areas that fall under the categories of growth, profits and freedom. These are areas within your business that when we improve your performance, your business will run better.

John’s Manufacturing Company

John is the owner of a foundry (metal castings manufacturer). At this point, he wanted to transition his business into composites manufacturing. Over the previous two years, John had seen a decline in sales and profits. As a result, he had accumulated some debt; John wanted to become debt-free and grow his retirement savings. He has two daughters that are soon to enter college. Besides, John wanted plenty of time to pursue his hobbies of cycling and bowhunting.

Tactical Marketing, Time Management, Key Performance Indicators, Strategic Planning, and Team Deployment for John’s Company

We decided to implement a Tactical Marketing Plan, Time Management Plan and Key Performance Indicators. We then developed a Strategic Plan for his business. When it was ready, we met with his team to share his vision, values, and mission. This was the team’s opportunity to give their input and buy-in to the direction of the company.

The Sales Management System Implementation in a Manufacturing Company

We decided to focus on several of our Coaching Modules. We started with the Sales Management System. With our Sales Management System, we focus on three areas: Attitude, Activity, and Acumen. Based on this, we started by setting up an internal customer relationship management system. Then John and his team began to spend time daily on marketing and contacting prospects. We did a press release about John’s new focus in the composites industry and saw a big response. Additionally, John attended some of the Composites Industry Association meetings and developed relationships with contacts there.

Results For John’s Manufacturing Company In Using A Sales Management System

John’s results with our Sales Management System were dramatic in his company. Here’s what he said:

testimonial10“Alan has kept me focused on marketing, sales and profits and has held my feet to the fire. The results of this focus are that my sales have grown 30% and profits are up 228% over last year.”

 

Congratulations John on using a sales management system to grow your sales and profits. You are one of our business heroes and an inspiration to every business owner. You can view a pest control company using a revenue and profit budget here.

small business coach

Using a Break Even Plan For a School Bus Company

Break Even Plan

 Break Even Plan For a School Bus Company

This week I’m writing about using a Break-Even Plan. A Break-Even Plan will stop the bleeding of your cash by temporarily cutting all non-critical expenses while driving sales above break-even by selling existing inventory. I have been writing about some of my hero clients and how we are able to achieve significant results from our work together. We have 36 Coaching Modules, which are areas within your business that when we improve your performance, your business will run better.

The Situation in Charlie’s Bus Company

Our business hero this week is Charlie, owner of a bus sales and service company. I began working with Charlie and his parents when their sales were stagnant. At that point, their business had been losing an average of $40,000 per year for several years.

Coaching Modules for Charlie’s Bus Company

We implemented several of our Coaching Modules. These included a Strategic Plan, Team Meeting Rhythm, Sales Management System, Key Performance Indicators and most importantly in the near term, a Break-Even Plan.

A Break-Even Plan for Charlie’s Bus Company

After reviewing their financials, we determined that we needed to reduce their fixed costs and grow their revenues. Their billable hours compared to their shop employee hours was too low. So, we reduced the number of shop employees. We also eliminated some extra outsourced services such as vehicle detailing. We set a goal of selling one bus a week. Billable hours and bus sales per week became two of our Key Performance Indicators. We began meeting weekly to review performance and remove obstacles.

Charlie’s Bus Company Results

The sales and profit growth were dramatic with our Break-Even Plan. Here’s what Charlie said:

testimonial2

“You have really taken the blinders off our eyes to see the potential of our business and now you are taking us there. We are thrilled that you achieved growth from $651,000 to $1,100,000 and a profit increase in excess of $181,000 since we started working with you in January.”

Congratulations Charlie on your impressive growth of your sales and profits using a break-even plan. You are a true business hero and an inspiration to us! You can view another case study about using an Employee Acquisition Plan in an auto repair business here.

small business coach