Jason Hanson and two ag industry pros are launching Ag Mafia–a consultancy group focused on training ag sales people. Hanson details how they’ll lean on their real-world experience to earn their stripes and what others can learn from their successes and maybe missteps.
Hanson says in his 25+ year career, the technology has changed the most. With roles including sales agronomist, technical agronomist and independent consultant he says one lesson has stuck with him.
“I know I have to perform every year and deepen the customer relationship,” Hanson says. “You can’t take a loyal customer for granted.”
Ag Mafia will provide training, resources and mentorship for those working in ag sales.
“We want to make this fun again—or ‘funner,’” Hanson says.
The founders of Ag Mafia say they’ve seen manufacturers become more sales focused and aren’t providing as high of a level of background services such as traing.
“There used to be a lot of training, and that’s kind of disappeared. There’s still a need for it because you still have all the young newer people coming into the business,” he says.
The sales piece is the bread and butter for the industry, but it requires an understanding of process, efficiency and soft skills.
“I know for me, it was a long time to get the process of how to sell figured out,” Hanson says. “A lot of businesses are trying to reach your customers or new customers more efficiently. There are tools you can use to measure traction of certain emails or messages to make you more efficient.”
He says mentorship is key to help build confidence and competency in the channel.
“For example, you have the meeting, and the meeting is over, and you get home and wonder why did you have that meeting. But if there’s if there’s follow up to a meeting, or in the case of if there’s some type of mentorship, then it kind of takes hold.”
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