From the Field

Tips for Managing a Sales Force in the Ag Industry

I think I’m safe in assuming that the 2019 crop year is one that many would like to forget, certainly across the Midwest. My travels have taken me throughout a wide area over the past 60 days and seeing those standing crops reminds me just how bad things were in 2019. But a new growing season is now on our doorstep and that means we have an opportunity to right last year’s wrongs and maximize our yields on 2020 crops.

Seed biologicals are a highly technical category of businesses that require sales professionals with a passion for information, education and personal connections with customers. At ABM, it’s all about relationships and trust, so managing our sales force can be a complex — but highly rewarding — occupation. I’ve served as the director of North American sales for nearly four years and been with the company for seven, so I’ve definitely learned a few things along the way.

When it comes to taking care of our team of nine sales professionals, I like to keep three key points in mind when it comes to setting goals, meeting targets and dealing with the day to day challenges of the business.

…click below to read the full article and Chris’ top three tips for managing your sales force.

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