Optimizing Sales Management: Knowledge, Coaching and Continuous Improvement Written by Dr. Scott Downey, Director and Professor Sales success hinges on a delicate balance of knowledge, strategy and execution, and sales managers are at the forefront of driving this...
What if You Could Be 10% Better? Author: Dr. Scott Downey, Director and Professor, Purdue University Center for Food and Agricultural Business One of the cool things I get to do in my role as a professor today in sales and marketing is work with sales organizations...
The agriculture industry is changing. Farmers are evolving. Agribusiness must adapt. But what does that really mean? Looking back at the history of agriculture, everything used to be focused on bulk transportation of commodities. Agribusinesses, including suppliers...
We often look at sales performance on the basis of production or revenue. This makes sense because, obviously, the purpose of having a sales function is to generate those outcomes. Plus, the metric is easy to look at–it’s in dollars or units, which are critical...
Developing Ag Sales Managers We know that the majority of sales managers at agribusinesses are promoted from the ranks of successful salespeople. There is good logic in that. But, there are a few challenges for sales managers who come from the ranks of salespeople....
