Empower manufacturer field sales to buy into new ideas and products
December 25, 2004
Who Justin Aschenbrenner, Vice President Industrial Business Development, Power Transmission Division, Gates Corporation (Denver, CO)
Number of production facilities: 68 plants in 21 countries
Number of employees: 23,600
Key products: Belts, hose and hydraulics, pulleys and tensioners
The foundation for empowering field sales people is built around trust. If we do our job as management to communicate the intent, the direction and the thinking about our business, then our people are going to do the right thing in the field.
Instead of trying to control everything the salespeople do, we now enable them to have more authority. We've made their lives a little bit ...