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"If we are diligent about our processes and implementing what we have learned, I think, when we look back one year from now, the change will be exponential!"
Interlake Material Handling

Managing Miracles: Inspiring the Forgotten Man in the Middle

While downsizing blazes its indiscriminate way through businesses these days, leaving a cloud of low morale in its wake, sales teams across the board are feeling more stumped than "pumped" about how to get the job done.

And, if motivating a dejected sales force seems an unenviable task, inspiring its leaders is no more appealing.

Observing that the best way out of a difficulty is often through it, Dirk Beveridge, sales management "guru" for a multitude of businesses from mortgage to material handling, and information systems to industrial minerals leads his "man (& woman) in the middle" learners directly through the challenge to success. "It’s real and to the point," one Beveridge-trained manager advised, "The hard-hitting reality of what this position takes to be successful, has knocked me 180 degrees in the right direction."

Proof of success is exhibited in results achieved from marketers of produce to print solutions, from cable communications to carpet companies. "Our market share will increase about 3% over last year as a result of [Beveridge] training," reported one client. "A smashing success for our managers," summed up another.

When he’s not taking his management message on the road in the form of keynote presentations to groups from distributors to data handlers, Beveridge is training managers at his home base in the Chicago area through 3-day seminars. Wasting no time in tackling an industrial-strength menu of management matters, Beveridge passionately walks and talks the novice and seasoned professional alike, through three crucial areas: sales manager basics, connecting with the sales representative, and sales team dynamics.

From coaching to creating effective work habits, from choosing a team to challenging its members, from motivating beyond money to measuring on-the-job performance, Beveridge "think" applied to sales management has cleared the fog for many, even during a sluggish economy.

"I was so concerned with the bottom line that I forgot a lot of the basic necessities to leading a team," remarked one Beveridge "student." "I realized that I have to get better before I can expect my team to improve."

How does Beveridge do it?

By offering rock-solid content that is both relevant and sorely needed by managers today.

By supplementing all teaching with proven tools that are sure to improve management skills, systems and standards.

And by passionately presenting concepts with conviction that can turn a sales manager’s world completely around!

If you could wave a magic wand, Beveridge sometimes asks his client companies, what results would you like to see? Answers often point to a management miracle. "The entire management team walks away with a total obsession of [our] goal, and their personal ownership of it," envisioned one VP.

Beveridge takes such "wish lists" seriously, and aims to tool the "man in the middle" for success, enabling each with a plan, and "how to" steps in leading a sales force straight through the inevitable challenges to the goal.

Miraculous? Maybe not, but as one Managing the Sales Force participant asserted, "It's powerful." And power that turns profits is welcome indeed.