By: Robert Yarborough, Business Manager, Advan, LLC

 

It all started when a product development/sales manager grew a new business to the point where he could no longer cover the entire USA as the sole representative for the generic chemical venture. He realized the time had come to hire sales reps to help service the business – and so he did. However, as this manager quickly discovered, there is more to managing sales than just managing the numbers. Getting everyone on the same page, developing a system, and achieving RESULTS took on a completely new meaning…and proved to be quite challenging.

 

That product manager was I and, fortunately, through networking with one of our new accounts that was experiencing the same challenges, I discovered The Training Center for Sales & Business Development. A client invited one of my sales reps to attend a ‘Quick Start’ Sales Training Session and, following that initial exposure to The Training Center. I decided to make a commitment and an investment to address my ‘PAIN’.

 

Did I want to wander in the desert of trial and error OR did I want to develop a sales system – The Advan Sales System – to address good sales management? Wandering in the desert held no appeal, so we went to work developing a two-pronged approach to effective sales management – Professional Management and Professional Sales Training For Advan, LLC.

 

The concept was simple. First, train the boss and then add sales training for the field. As we incorporated this strategy, my team and I soon realized we were all speaking the same language. We implemented a sales progression that saved us time and utilized our precious limited resources to focus on the opportunities that produced results. We established our culture and our product line and, in doing so, began to qualify leads that quickly turned into customers and allies. In no time at all, our mutual return on investment began to pay off.

 

Furthermore, as we continue to grow and need to bring on additional sales personnel, we use The Training Center’s Pre-hire Sales Screening process to determine which candidates match the needs of our company profile. This saves us time, energy, and resources during the selection process because we only interview candidates with the attitude and determination that proves they can sell and are hirable. This, along with the services Advan, LLC gets from The Training Center, has enabled us to nearly double our revenues in less than two years.

 

Advan, LLC is a new plant health company focused on serving the turf and ornamentals and specialty agriculture markets in the U.S. and Mexico. Advan has dedicated itself to the development, production, registration, and marketing of herbicides, fungicides, and other products for agriculture, turf, and ornamentals. For more information, contact Bob Yarborough @ 770-594-6363 or visit www.advanllc.com.

 

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