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Will You Add? - Don't Let Your Sales Management Slip - In Good Times Or Bad
The New Year is almost here and most of us are thinking about how we might be healthier, happier, wealthier and more productive. Here are my suggested resolutions to help you accomplish these goals.For Bookkeepers:Re-educate yourself – there is always something new to learn. See if your company offers education reimbursements and apply for them. You might want to consider non-bookkeeping type classes as well, such as classes in communications, organization, managerial skills and computer training.Organize yourself- the best way to be more productive. Start with your workspace and then move on to your work day. Ask your boss to fund the purchase of a Day-Timer or other similar organization tool and use it every day.Get Certified – a sure career booster. By earning a ce
The y-axis represents prospecting activity and the x-axis performance against budget - be that ba
As someone who has 5,000+ high end clients who are interested in jobs and careers, I paid attention Tuesday when I came across a story about six-figure incomes by Laura Morsch of CareerBuilder.com.According to Laura Morsch and the United States Bureau of Labor Statistics, "physician jobs dominate the list of the nation's highest-paying positions, holding 9 of the top 10 most lucrative jobs."Morsch reminds us that there are other high-paying jobs in our economy."Although statistically more education means better pay," says Morsch, "you can land a very high-paying job with just a bachelor's degree and considerable work experience."She then goes on to list these 9 examples: Chief Executive at $140,000, Airline Pilot at $135,000, Dentist at $134,000, Lawyer at $111,000, Air Tra
So how do you judge whether your sales people are doing a good job – just on performance against budget? I find the Sales Management Matrix model a very useful tool to view your sales people from the helicopter.
The y-axis represents prospecting activity and the x-axis performance against budget - be that bas
Practicing Empathy A vital part of your networking skills is your ability to build rapport quickly and effectively with others. To build rapport successfully with another individual you need to understand 'where' they are coming from and have 'empathy' with them. People often think of empathy as a mystical commodity, a special, almost uncanny ability to experience the thoughts and feelings of someone else. In fact 'empathy' is quite simply applied imagination and only requires a little exertion and discipline. The next time you are sitting in a room conversing with three or more people, try this very simple activity: Temporarily remove yourself from the conversation. Be very quiet for a few moments. Pay particular attention to the person doing the m
So how do you judge whether your sales people are doing a good job – just on performance against budget? I find the Sales Management Matrix model a very useful tool to view your sales people from the helicopter.
The y-axis represents prospecting activity and the x-axis performance against budget - be that ba
Here is why,Ever go up to a random person on the street and ask them to buy something from you? Maybe, but for the most part this won't work, because you know they may ignore you or worst get upset. Well believe it or not, most people that first start trying to earn money on the web start by doing just that! And guess what? They get ignored. Well I bet if you went up to a family member and asked them to buy something you would have a better chance of selling that item to them rather than the random person.Reason?There is a relationship there and hopefully some trust. So how do you build a relationship, better yet trust with a "potential" buyer? For one, do not throw a "buy this or sign up for that" in their face. How do they know that they can trust you? Try instead to offer them
So how do you judge whether your sales people are doing a good job – just on performance against budget? I find the Sales Management Matrix model a very useful tool to view your sales people from the helicopter.
The y-axis represents prospecting activity and the x-axis performance against budget - be that ba
Changing culture or “the way we do things around here” need not be as difficult as it first seems. We often make it more difficult for ourselves because the first and most important change often needs to come from us as leaders.We can make it doubly difficult if we build a project around a focus of changing culture. It can appear that we are changing culture for changing sake. We can also get lost in the forest of consultant jargon, models and methods and miss the trees of the objective we are attempting to reach.To adequately discuss what changing culture is, we need to start with a definition of what organisational culture is. A useful tool for this amongst the plethora of tools available is the Cultural Web developed by Johnson and Scholes.In the Cultural Web, culture is descri
The y-axis represents prospecting activity and the x-axis performance against budget - be that ba
Over the years, I have identified two kinds of midlife career changers: Jumpers and Clingers.Jumpers thrive on energy, enthusiasm and improbable luck. The last three times they leaped, a net appeared. They see no reason why the next jump should be any different.Clingers thrive on careers that offer security, money and identity. When they outgrow their careers, or find themselves forced out, they feel lost. They can't remember the last time they found themselves in this position.Coaching jumpers and clingers for career changeJumpers call a coach when they are ready to find a new mountain. Suggest a destination and they ask, "Where is it?" Often they've made another leap before the coach realizes what is going on.Clingers call a coach when they find thems
The y-axis represents prospecting activity and the x-axis performance against budget - be that based on orders achieved or on contribution. Your salespeople are then characterised into four types - Junior, Star, Cow and Dog.
Let me explain some more:
A new salesperson will always start off as a Junior since they have no customers and everything they do is, by definition therefore, prospecting. As they develop and secure customers you expect, and need, then to move across to Star - indeed it is where you want a majority of your sales force to be located. Not only are Stars spending sign
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