Build a Field Sales Team That Drives Market Share and Dealer Performance
Give your reps the training, tools, and accountability they need to support dealers consistently, increase sell-through, and strengthen your brand in every territory.
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Sara clements-hey & Bob Clements,
bob clements international
A Proven Plan to Help You Field Sales Team Grow Market Share
12 sessions, build for field sales teams to help grow dealers, build market share and dominate the market.
Phase One: Build the Foundation
dealership health assessment
Session One
Time–Attention–Action Analysis:
In session one, we set the base by looking at which dealers have the potential to grow and identify where they are on the time, attention, and action spectrum.
Session Two
Dealer Health Assessment:
How healthy are your dealers? In this session, we dive into the ten questions you should be asking your dealers to determine their long-term health.
Session Three
Foolproof Dealer Communication Plans:
Communicating with your dealers in a way that makes sense to them is a critical element in growing your dealer. In session three, we dive into the learning styles of the key decision-makers in a dealership and guide you in developing a communication plan for each.
Phase Two: Strengthen Territory Strategy
Session Four
Taking Down the Competition
Do you know who your dealer’s competitors REALLY are? Could their biggest competitor be themselves? In session four, we walk through a SWOT analysis for each of your dealers and how they can get out of their own way for growth.
Session Five
Creating Marketing Plans That Will Increase Market Share
Marketing and co-op are words that often send chills up and down the spines of dealers and field salespeople. In this session, you will walk through a sample marketing budget that will give you tools to broach the conversations around marketing with your dealers.
Session Six
Session Six: Market Share Growth Strategies
There are few words that will elicit a bigger reaction in the dealership space as the words “market share.” In session six, Bob and Sara will cover how you can not only have conversations around market share but also cover proven strategies to help your dealers grow their market share!
market share growth strategies
Phase Three: Strengthen Territory Strategy
Dealership landmines
Session Seven
Avoiding Dealership Landmines
In any situation, there are always triggers that are sitting under the surface that can make or break your time with dealers. In this session, we will cover how to uncover these landmines and set yourself up for a successful dealership visit every single time.
Session Eight
Should Your Dealer Open a New Location?
The excitement of a dealer opening a new location is second to none. But when the excitement has worn off, is it really the right decision for your dealer? In session eight, Bob and Sara will walk you through the seven questions you need to ask your dealers before they open a new location.
Session Nine
Train the Trainer: Teaching Sales Skills at the Dealership
Sure, as a salesperson, you know sales skills, but knowing sales skills and teaching sales skills are two different beasts! In this session, Bob and Sara will walk you through specific sales training you can do at the dealership level to help turn order-takers into salespeople.
Phase Four: Strengthen Territory Strategy
Session Ten
Are Your Dealers in Balance?
Can your dealers withstand anything that may come their way? When we look at what dealers can withstand, it typically comes down to the balance of the dealership as a whole and the revenue coming from each department.
Session Eleven
Cross-selling Your Way to Increased Sales
Two of the most powerful tools you can use to increase sales are bundling and cross-selling. In session eleven, Bob and Sara will give you the tools that allow you to create packages that will improve your dealer’s margins and help eliminate competition.
Session Twelve
Safeguarding Your Dealers
Most dealers are only two to three mistakes away from having to close their doors for good. During this session, Bob and Sara will walk you through the most common liabilities that they see inside of dealerships and give you ways that you can bring up the conversations that you need to have!
are your dealers in balance
What Manufacturers Get When Their Reps Enroll
When your field team knows how to diagnose dealer problems, create growth plans, and hold dealers accountable, everything changes.
Here’s what manufacturers tell us they see within the first 90 days:
Increased market share in underperforming territories because reps finally have a repeatable, strategic plan.
More consistent dealer activity: your reps know exactly who to visit, why, and what to do when they get there.
Better brand representation in every market as your team aligns on messaging, expectations, and follow-through.
Higher sell-through and stronger ordering cycles because dealers trust the rep’s leadership.
A stronger, healthier dealer network—with fewer liabilities, fewer emergency interventions, and fewer “problem dealers.”
Trusted by manufacturers across North America
Why This Works
(When Other Training Doesn’t)
Because your reps don’t need hype they need a repeatable system that grows dealers and increases market share.
Proven Framework
A Proven Framework That Eliminates Guesswork
Your reps don’t need more “ideas.” They need a structured, repeatable way to assess dealers, diagnose problems, and build action plans that actually move market share.
Hard Conversations Made Simple
Training Reps to Have the Conversations That Matter
We give your reps the tools and confidence to address the issues that stall dealer growth: staffing, performance gaps, market-share slides, and territory strategy.
One Playbook for Every Territory
Every Rep Working the Same Proven Process
When your team follows one shared system, you get consistent reporting, stronger dealer engagement, and a unified approach across your entire network.
Growth Without Burning Out Your Reps
Training That Directly Drives Dealer Performance
We teach reps how to increase sell-through, activate co-op, remove bottlenecks, and create real forward motion inside each dealership.
Real Accountability and Implementation
Your Reps Don’t Just Watch — They Apply
Worksheets and territory assignments ensure your team implements what they learn. You get visibility into who’s doing the work and who needs support.
STILL NOT SURE?
Frequently Asked Questions
Will this actually improve market share in underperforming territories?
Yes. Your reps learn how to evaluate dealer readiness, diagnose real obstacles, build growth plans, and hold dealers accountable. When reps follow a structured process instead of winging it, market share improves, especially in territories that have been stuck.
How does this training create consistency across my field team?
Your reps stop relying on guesswork and start using the same repeatable playbook. That means consistent dealer visits, consistent reporting, and consistent conversations. No more “every rep does their own thing.”
What if my reps have very different experience levels?
The program works for both brand-new reps and seasoned veterans. The process is structured, simple, and designed to remove personality-based variability. Everyone ends up using the same tools and speaking the same language.
Will my team actually follow through, or will they just watch videos?
They will follow through. Every session includes worksheets, assignments, and real territory application. You can see who is completing the work and who needs coaching. Accountability is built into the program.
How much time does this require from my reps?
Reps spend about 45–60 minutes per session, plus the time required to apply it in their territory. The program is paced so reps can complete it while still managing their normal workload.
How does this impact dealer relationships?
Reps become better partners. They learn how to have productive, strategic conversations about performance, staffing, inventory, market share, and long-term health. They have conversations that actually strengthen dealer loyalty.
What measurable outcomes should I expect in the first 90 days?
Most manufacturers see:
• More productive dealer visits
• Improved rep confidence
• Cleaner territory plans
• Fewer “problem dealer” escalations
• Clearer market share conversations
• Better communication between reps and leadership
What if my dealers push back or resist accountability?
Your reps learn exactly how to handle that. They’re trained to diagnose root issues, redirect unproductive conversations, and guide dealers toward growth instead of letting excuses drive the relationship.
Can we roll this out to our entire field team at once?
Yes. We work with manufacturer teams of all sizes. Many organizations enroll 10–50 reps at a time. If you're planning for a group that large, it’s best to schedule a conversation so we can set up tracking and a timeline.
How long does the full program take to complete?
Most field teams complete it in 6–12 months. This gives reps time to absorb, apply, and refine each step inside their real territories.
Ready to Build a Field Sales Team That Actually Moves Market Share?
Give your reps the tools, process, and accountability they need to grow stronger dealers, create consistent results, and represent your brand with confidence in every territory.