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Member You - Sales Excellence: Key Steps
Are you a local business owner? Whether you run a grocery store, a clothing store, a jewelry store, or even a tax preparation service, there is a good chance that the majority of your marketing is focused on your local community. Although local advertising is a necessity, there is something that you may not know. Your local community is likely turning to the internet to research their options for buying products and services, even locally. That is why you may want to think about incorporating search engine marketing into your business’s local advertising plan.As it was previously mentioned, a large number of individuals are now turning to the internet to research local companies that they may be
Face time. The value of a sales person is on the phone or face to face with customers. The more time a sales person is doing paperwork or involved in back office processes not related to either training or customers is sales time wasted. Sales people need to spend the great majority of
At my last part time job, I discovered quickly that not only was I expected to do my work, but also that of the coworker from the shift before me. It wasn't written into my contract, nor was it ever actually expressed in this fashion, but it was something that infuriated me as it persisted. It started with little things; being asked to "finish" mopping that had never even started, bring supplies up from downstairs that she knew where to find and had not shown me, organizing and other upkeep efforts that, while either of us could handle them, would have been nice to have finished, or at least started, before her shift ended. In the daily log book she would complain of trials and tribulations with materi
Training. The best sales forces spend considerable time training new people. They must know more about the product they are selling than anyone in the organization. They must be able to answer any question. And training is not just up front for the new people. Training is on-going. No just with new products and offers, but in sales skills, all aspects of your company and about the competition (more on that later). Training is essential to sales excellence.
Territory. There is no one right answer to how sales forces should be organized and what territory model works best. By industry? By geography? By account? The bigger the company, the more complex the territory models are. The model that seems to work best is that small and medium sized accounts are split on a geographic basis. Then the largest (or named) accounts are on a national or even global basis. In that the largest accounts require the most “hand holding” and have the longest sales cycles, it does not make sense to align these accounts geographically.
Sales force retention. This point is a bit of chicken and egg. Successful sales people should be compensated in such a way that they will next want to move on or quit what they are doing for a company. Low turnover of the top sales people is essential. But low turnover is essential for all accounts. Most sales are based on relationships and knowledge of the product or offer. New sales people may not have the relationships or the knowledge of the company’s specific products and offers. Clearly, poor performer must go. But the successful sales people – and even those who are not at the top but achieve their quotas are essential to retain.
Face time. The value of a sales person is on the phone or face to face with customers. The more time a sales person is doing paperwork or involved in back office processes not related to either training or customers is sales time wasted. Sales people need to spend the great majority of
I’ve been promoted at work recently and I realize that one of the key skills I need to have is the ability to motivate my staff, especially when big projects crop up and a lot of extra time and overtime is necessary. Good thing I have a mentor who has taught me a lot about these things. My aunt was once an owner and CEO of a successful company that provided medical supplies in the field of cryogenics. I have heard many of her past employees refer to her as the “queen of staff motivation.” Even then, I remembered thinking that I wanted to be thought of in the same way one day. Her methods were simple, direct and effective. For instance, one of her clients once told her that it was a joy to talk to her admi
Territory. There is no one right answer to how sales forces should be organized and what territory model works best. By industry? By geography? By account? The bigger the company, the more complex the territory models are. The model that seems to work best is that small and medium sized accounts are split on a geographic basis. Then the largest (or named) accounts are on a national or even global basis. In that the largest accounts require the most “hand holding” and have the longest sales cycles, it does not make sense to align these accounts geographically.
Sales force retention. This point is a bit of chicken and egg. Successful sales people should be compensated in such a way that they will next want to move on or quit what they are doing for a company. Low turnover of the top sales people is essential. But low turnover is essential for all accounts. Most sales are based on relationships and knowledge of the product or offer. New sales people may not have the relationships or the knowledge of the company’s specific products and offers. Clearly, poor performer must go. But the successful sales people – and even those who are not at the top but achieve their quotas are essential to retain.
Face time. The value of a sales person is on the phone or face to face with customers. The more time a sales person is doing paperwork or involved in back office processes not related to either training or customers is sales time wasted. Sales people need to spend the great majority of
In business, you must learn how to work it the right way. Otherwise, you can't expect to make money. Without proper training, you have no right expecting to make any money.When you spend money on a product you have a better chance of learning something valuable than if you depend on free information for your education. Never be afraid to spend money to make money. True business people are NOT afraid to spend money or lose money.Some people simply refuse to spend any money on their own education. Or they buy one book thinking they've done something positive. Doing something positive for yourself is buying many books.If you don't learn how to work this business the right way, how on ear
Sales force retention. This point is a bit of chicken and egg. Successful sales people should be compensated in such a way that they will next want to move on or quit what they are doing for a company. Low turnover of the top sales people is essential. But low turnover is essential for all accounts. Most sales are based on relationships and knowledge of the product or offer. New sales people may not have the relationships or the knowledge of the company’s specific products and offers. Clearly, poor performer must go. But the successful sales people – and even those who are not at the top but achieve their quotas are essential to retain.
Face time. The value of a sales person is on the phone or face to face with customers. The more time a sales person is doing paperwork or involved in back office processes not related to either training or customers is sales time wasted. Sales people need to spend the great majority of
Are you a homeowner or a business owner who would like to have your home or business inspected for mold? If you are and you are from the Burbank area, you will need to find a Burbank mold inspector to do business with.When finding a Burbank mold inspector to do business with, you will find that you can find Burbank mold inspectors by speaking to those that you know, using your local phone book, or by using the internet. The only thing is that you shouldn’t pick a Burbank mold inspector out of a bunch of business listings. Mold can have a serious impact on your health, as well as the value of your home or business. For those reasons, you will want to be sure that you don’t do business with just an
Sales force retention. This point is a bit of chicken and egg. Successful sales people should be compensated in such a way that they will next want to move on or quit what they are doing for a company. Low turnover of the top sales people is essential. But low turnover is essential for all accounts. Most sales are based on relationships and knowledge of the product or offer. New sales people may not have the relationships or the knowledge of the company’s specific products and offers. Clearly, poor performer must go. But the successful sales people – and even those who are not at the top but achieve their quotas are essential to retain.
Face time. The value of a sales person is on the phone or face to face with customers. The more time a sales person is doing paperwork or involved in back office processes not related to either training or customers is sales time wasted. Sales people need to spend the great majority of
Enjoying the title of entrepreneur is a hollow feeling.If you have ever been out of work and joined a multi level marketing outfit, or joined the ranks of "commission only" sales reps you are considered to be an entrepreneur.I call it hollow, because the word resonates within us on some fundamental level. Images of independance and success beckon to us as we discard the shackles of a 9-5 job.We are our own boss.The reality is quite different. Ugly even. In fact, other entrepreneurs feed of our naive ambitions by playing to our dreams in an effort to enslave us in their own aspirations.Where else can you find willing, free, labour to work for absolutely nothing. In exchan
Face time. The value of a sales person is on the phone or face to face with customers. The more time a sales person is doing paperwork or involved in back office processes not related to either training or customers is sales time wasted. Sales people need to spend the great majority of their time either interacting with a potential customer, a current customer or in training to have sales excellence.
Easy to do business. It is amazing how companies make it nearly impossible for sales people to do their jobs. To achieve sales excellence, a company must develop processes that make it as easy for sales people to turn their relationship into a sales through a contract and then for that to be fulfilled through an efficient order process. The more paperwork the sales person has to do, the less effective they will be. Additionally, the more support the sales person has to provide back into the company on behalf of the customer for the contract or order fulfillment, the less time they are spending generating more sales and revenue. Think about the value of the sales people in your organization and how they are actually spending their time.
Sales centric model. Businesses that do all they can across the organization to support the success of the sales people generate more revenue and grow. Whether it is R&D, product management, marketing or customer service, all functions should be aware that nothing is more important that to make the sales team successful. And this should be tied into their individual and team objectives too.
Leadership. There is an old adage about the best sales people not making the best sales managers. This is often true. But the fact is that the first choice for sales management should be people who have been effective in sales. This may not be the number one sales person. But having the combination of sales experience plus leadership and management skills are combinations that are critical for sales team success.
Business intelligence. Whether it exists in marketing or elsewhere in a company, someone should be responsible for business intelligence. Just as in the military and the government there is need to keep an eye on the enemy and know everything y
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