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COURSE - TM 101

Basic Territory Management Course

TM 101 is the first course in the series of three courses for territory management. 101 is aimed at proficiency. Many paths lead individuals to territory management. This course will level-set learners towards the role. It will teach the basics of dealer management, territory strategy, communication and OEM/Dealer relationship management. A territory manager that masters the PO’s of TM 101 will be effective and an asset to your team.

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COURSE - TM 101v
Virtual

Basic Territory Management, Virtual

TM 101v is the online version of TM 101 and is the first course in the series of three courses for territory management. This is instructor lead, online in 2-hour blocks. 101 is aimed at proficiency. Many paths lead individuals to territory management. This course will level-set learners towards the role. It will teach the basics of dealer management, territory strategy, communication and OEM/Dealer relationship management.

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COURSE - TM 201

Intermediate Territory Management

TM 201 is the second course in the series of three courses for territory management. This is held live and is instructor lead. 201 is aimed at mastery. The ability to achieve the performance objectives from this course will elevate the territory manager to a strong contributor, in their territory and also for the team and the organization.

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COURSE - TM 201v
Virtual

Intermediate Territory Management, Virtual

TM 201v is the online version of TM 201 and is the second course in the series of three courses for territory management. This is instructor lead, entirely online. 201 is aimed at mastery. The ability to achieve the performance objectives from this course should elevate the territory manager to a strong contributor in their territory and also for the team and the organization. 201 builds on the concepts of 101 following the pattern of evaluate, plan & execute and manage the relationship between dealer and OEM.

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COURSE - TM 301

Advanced Territory Management

TM 301 is the third course in the series of three courses for territory management. This is held live and is instructor lead. 301 is for those individuals looking to become an elite territory performer and/or moving into leadership. Learners that master the PO’s of TM 301 will have positive effects on the organization and the strategic plan through their keen understanding of the product, dealers, policies and market. Much can also be learned about all of the company initiatives through their precise implementation.

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COURSE - TM 301v
Virtual

Advanced Territory Management, Virtual

TM 301v is the online version of TM 301 and is the third course in the series of three for territory management. This is instructor lead, entirely online. 301 is for those individuals looking to become an elite performer and/or moving into leadership. Learners that master the PO’s of TM 301 will have positive effects on the organization and the strategic plan through their keen understanding of the product, dealers, policies and market. Much can be learned about all of the company initiatives through their precise implementation.

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COURSE - TM 099
Virtual

Territory Manager Performance Improvement Plan

TM 099 is used to investigate and repair deficiencies in territory management performance. It is 1:1 over 8 weeks. Connect will initiate the 360° Assessment Tool and may conduct additional interviews with the territory manager and those surrounding them. The cause of insufficient performance will be identified and an improvement plan will be put in place. Economically and morally, it is good practice be thorough in investigating and repairing performance issues. We can help.

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COURSE - TM Electives

Territory Management Electives

Connect offers a variety of workshops and seminars that fit nicely into sales meetings or other times whole sales teams are gathered, like trade shows. These are aimed at taking advantage of the time together and upskilling your team.

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COURSE - SL 201

Intermediate Sales Leadership

SL 201 is dealer distribution-specific sales management. This course emphasizes learning how to evaluate, support and advocate for the territory managers in the sales leader’s care. This course is a must-have for sales leaders in charge of territory managers that have completed Connect’s TM 101, 201 & 301. Your territory managers will be accelerating their performance. As their leader, you will need to keep up! Also valuable for professional sales leaders that got their sales experience in direct sales and not dealer management.

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COURSE - SL 301

Advanced Sales Leadership

SL 301 is advanced dealer distribution-specific sales management. As the entire team embraces the dealers as partners in distribution rather than a customer, management techniques and initiative can amplify sales. This course will enable sales leaders to stay ahead of their team as they upskill and become more and more proficient in their roles. Learners successfully mastering the PO’s of 301 will be valuable leaders that can set the tone and plan for the whole sales organization and drive continued success.

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COURSE - AS 101

OEM Parts Management

AS 101 OEM Parts Management focuses on the role parts have in after-sales support and what should be the highest margin business segment. A brand’s reputation is driven in large by the cost and time of repair at the dealer level. The dealer having access to and stock of parts is important as well as the pricing of those parts throughout the distribution chain. All Connect’s AS & RM courses help the whole support team get on the same page in supporting the dealer network through the whole sales and support cycle.

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COURSE - AS 102

OEM Tech Support Management

AS 102 OEM Tech Support Management prepares your after-sale support team to implement and manage the processes and procedures necessary to give your dealers the knowledge and tools to support your equipment throughout its usable life. The speed and cost of repairs effect brand reputation and this area should not be ignored or taken lightly. All Connect’s AS and RM courses help the whole dealer support team get on the same page in supporting the dealer network through the whole sales and support cycle.

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COURSE - RM 101v
Virtual

Basic Relationship Management

RM 101v Basic Relationship Management gets your whole team on the same page of what it takes to manage a dealer network. This an instructor lead, entirely online course. Inside support staff comes from varied backgrounds and care must be taken to help them understand their role in dealer distribution. The course will help the whole team embrace the dealer support culture. We will cover the dealer structure and dive into what is needed at each level. The dealer is not your customer, they are part of the distribution channel.

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COURSE - RM 201v
Virtual

Intermediate Relationship Management

RM 201v Intermediate Relationship Management is the next level in creation your dealers support culture. This course will enable your team members not just to fit in with your culture, but also work to create a more positive, productive dealers support environment. The course is instructor lead, entirely online. The dealer is not the customer. The dealer is part of the distribution channel and through the proper support culture, the OEM and their dealers can win together.

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COURSE - EX 401

Executive Dealer Management Strategy

EX 401 Executive Dealer Management Strategy is for top-level executives at OEMs to create and take advantage of opportunities in front of them. The course will dive into the strategy of what kind of distribution channel is needed to achieve your objectives or what additional business opportunities exist to maximize the payoff of the channel you have already created. Your dealer network and sales and support structure are your greatest asset. Proper strategy and deployment can reap large rewards.

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COURSE - DLR 101 GM

Basic Dealership Profit Management

DLR 101 Basic Dealership Profit Management is meant to increase the effectiveness of the dealership leader. Many owners and GM’s are self- taught and that is great! However, there is a lot of info available and best practices to lean on. Proper utilization of information in this course will better your dealership’s overall performance. This course can be purchased directly by dealers and is also available in bulk for an OEM to upskill their entire network and maximize sales across the whole market.

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COURSE - DLR 201 GM

Intermediate Dealership Profit Management

DLR 201 Intermediate Dealership Profit Management is the next level course meant to increase the effectiveness of the dealership leader in supervising all departments. This course will help the dealer leader take better advantages of efficiencies and also give them the tools to evaluate and repair under-performing areas of their business. This course can be purchased directly by dealers and is also available in bulk for an OEM to upskill their entire network and maximize sales across the whole market.

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COURSE - DLR 102 Sales Management

Dealership Sales Management

DLR 102 Dealer Sales Management is meant for the first-time sales leader or the experienced sales leader entering equipment sales for the first time. This course will provide the techniques and processes that help the sales leader amplify their team’s success. It will also cover the dealer/OEM relationship and how to maximize success for all parties. The course is suitable for direct purchase by dealer or bulk purchase by OEM upskilling the whole network.

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COURSE - DLR 103 B2C Sales

Basic Dealership Sales - B2C

DLR 103 B2C Basic Dealership Sales is for the dealer salesperson selling directly to consumers. This will cover basic principles of showroom presentation, client evaluation, communication techniques, closing and follow-up. Consumer expectations are constantly evolving and there are techniques to avoid and to champion. All dealer level courses can be purchased directly by the dealer or purchased in bult by the OEM to upskill their entire dealer network.

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COURSE - DLR 104 B2B Sales

Basic Dealership Sales - B2B

DLR 104 B2B Basic Dealership Sales is for the dealer salesperson utilizing an outside sales model, with or without a showroom, to sell equipment to other businesses. This will cover basic principles of territory evaluation and prospecting, effective outreach, follow-up, closing and account maximization. The B2B sales environment has changed more in the past 5 years than in the previous 20 and this course will make salespeople more effective in today’s environment.

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COURSE - DLR 203 B2C Sales

Intermediate Dealership Sales - B2C

DLR 203 B2C Intermediate Dealership Sales is the next level course for dealership salespeople that have mastered the performance objectives from DLR 103 B2C. The 100-level course focused on being successful in the existing environment, the 200-level course helps the salesperson build the environment of the dealership to be more successful. It focuses on proactive outreach, promotional planning and merchandising. The course is suitable for direct purchase by dealer or bulk purchase by OEM upskilling the whole network.

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COURSE - DLR 204 B2B Sales

Intermediate Dealership Sales - B2B

DLR 204 B2B Intermediate Dealership Sales is the next level course for dealership salespeople that have mastered DLR 104 B2B. This course focuses on deeper level understanding of the buying process and maximizing the effectiveness of outreach. Upon successful mastery of the performance objectives the salesperson will be able to grow market share and build a repeatable and sustainable territory success. The course is suitable for direct purchase by dealer or bulk purchase by OEM upskilling the whole network.

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COURSE - DLR 105 Parts Management

Dealership Parts Profit Management

DLR 105 Dealership Parts Profit Management is aimed at helping the parts manager maximize profits. This covers inventory, tracking, pricing, people management and much more. A brand’s reputation is driven in large by the cost and time of repair at the dealer level. The dealer having access to and stock of parts is important as well as the pricing of those parts throughout the distribution chain. The course is suitable for direct purchase by dealer or bulk purchase by OEM upskilling the whole network.

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COURSE - DLR 106 Service Management

Dealership Service Profit Management

DLR 106 Dealership Service Profit Management is aimed at helping the service manager maximize profits. This covers billable hours, tracking, pricing, people management and much more. A brand’s reputation is driven in large by the cost and time of repair at the dealer level. The dealer having trained and efficient technicians is important for the whole value chain. The course is suitable for direct purchase by dealer or bulk purchase by OEM upskilling the whole network.

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COURSE - DLR 107 Rental Management

Dealership Rental Profit Management

DLR 108 Basic Dealership Marketing gives dealers the beginning of what they need to know to market equipment in today’s world. Point of sale, website, social media, search engine optimization are all important and the complexities as well as the rapid changes have dealers that cannot keep up at a disadvantage. This course will give the dealers the knowledge and confidence to market today. The course is suitable for direct purchase by dealer or bulk purchase by OEM upskilling the whole network.

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COURSE - DLR 108 Dealership Marketing

Basic Dealership Marketing

DLR 108 Basic Dealership Marketing gives dealers the beginning of what they need to know to market equipment in today’s world. Point of sale, website, social media, search engine optimization are all important and the complexities as well as the rapid changes have dealers that cannot keep up at a disadvantage. This course will give the dealers the knowledge and confidence to market today. The course is suitable for direct purchase by dealer or bulk purchase by OEM upskilling the whole network.

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