Growth Dynamics Helps Clark Fowler Electric Optimize Their Sales Organization

DAYTON, Ohio — Growth Dynamics (GDI) was selected to implement the GDI Sales Team Analysis® program for Clark Fowler Electric, a leading distributor and supplier to the industrial electric motor marketplace. As a small fast-growing, longstanding expert in their industry, Clark Fowler Electric’s leadership team recognized they needed a more strategic approach to developing their current sales organization, as well as better ways to attract, recruit and hire the “right” sales professionals going forward.As a leading expert in sales team analysis, selection and performance, Growth Dynamics was selected based on their significant expertise and solutions that help today’s sales leadership select, develop, lead and transform the performance of a sales team.

Clark Fowler Electric was established more than 50 years ago and has a strong brand and reputation for their expertise in the industrial electric motor industry. To continue their growth and success the sales team needs to focus more heavily on lead generation and new customer development, which has become more complex in today’s marketplace. With a sales organization comprised of long-standing and newer sales professionals, the team was struggling with new ways to prospect and develop new customers and drive new business in past and current customer accounts. Doug Fowler, Vice President of Sales, reached out to Growth Dynamics for an analysis of the skills, motivation, attributes and FIT of the team and gain recommendations on ways to improve team performance, how to re-align territories for growth, and how to modify the current compensation and incentive model to reward new business development and drive sales growth.

Sales Team Development…
GDI provided each sales team member with their individual GDI Sales Dynamics Assessment® - an easy-to-understand sales developmental assessment that measures sales skills, attributes, motivation and alignment of each sales professional specifically to the role. Each team member then completed the GDI Performance Plan®, an employee-to-manager developmental tool to establish mutual goals for development, improvement and performance. The goal of this program… help each sales team member “see” their strengths, understand why they are successful, and help them re-align, direct, and FOCUS their sales efforts to support performance improvement, new business development, and company growth.  

“The sales environment is ever-changing…customers have changed how they buy, why they buy and who they will buy from…requiring the sales force to change and adapt how they sell. For the future, leadership must hire the right sales team – while also transforming how the existing team performs.”
                                                                                                                                      Ty Swain, CEO Growth Dynamics

Clark Fowler Electric & Growth Dynamics – Partnering for Success…
As part of the GDI Sales Team Analysis® program, Growth Dynamics provided the GDI Leadership / Executive Summary® that armed the leadership team with targeted recommendations for territory alignment, compensation/incentives, and individual and team development to better lead, develop, and transform their sales organization’s performance, as well as ideas to improve prospecting, lead generation, and customer development utilizing today’s social networks, outbound calls, e-marketing efforts, and other strategies to drive greater exposure to Clark Fowler Electric in the industrial marketplace. The program also included recommendations to better recruit and select new sales team members who FIT the role for the future.

The Result… Sales Force Transformation…
Clark Fowler Electric’s leadership team is now equipped to select, develop and lead the right sales organization that will advance their position as a world-class leader in the marketplace.

About Growth Dynamics…
Growth Dynamics is a nationally recognized leader of world-class sales force solutions and comprehensive programs that help executive leadership select, develop, and retain a top performing sales organization that FITS and performs. For more information call 877-434-2677.