Rating systems have been relied upon for years to improve performance. Often times a person’s career, pay raise or job is in the balance. How effective is your performance management rating system? A study published in the Journal of Applied Psychology sheds a not too flattering light on rating systems and what they really measure. …
Developing salespeople is like saving for retirement. If you don’t create a realistic plan and invest accordingly you’ll be disappointed when you retire. Salespeople need a plan and an investment of time and energy in order to help them realize their full potential. Too often training and developing salespeople becomes a “round to it” for …
Developing salespeople doesn’t happen automatically. Many sales manager never invest the time and attention to do so and end up paying the price in turnover and poor sales. Developing salespeople requires you to understand and apply a simple yet powerful coaching process. This process involves three steps. They are: 1. Recognize coachable moments. Coachable moments …
The sales process is one of the most overlooked assets a small business has for growing sales, profits and customer loyalty. If you want to grow your business this is one of the first places to look for dramatic results. I’ll explain why and what you can do to get the most out of yours. …
Read moreSales Process: The Key to Growing Sales, Profits and Customer Loyalty
Is your sales message positioning you win, draw or lose? The answer depends on several factors including if your sales message is heard, who is hearing it and how effective it is. Having your message heard is a role of the media, message, timing, frequency and delivery. A recent LinkedIn survey revealed the number-one challenge …
Customer satisfaction and loyalty are key ingredients for every business. If you want to create a legion of satisfied and loyal customers you’ll need to learn what I learned on one of my first sales jobs. As a college student, I spent one summer selling encyclopedias door to door. After a week of training I …
Read moreBuild Customer Satisfaction and Loyalty with Social Motives
Is customer churn draining the energy, profits and brand equity out of your company? If it is then you need to stop the customer churn immediately. Committing your company’s resources to acquiring customers only to see them leave during the next buying cycle is a prescription for failure. Stopping churn requires you to examine you …
How to retain customers on a regular basis is an important step for increasing sales, profits and customer loyalty. Here are three reasons why. Most (68%) customers stop doing business with a company because of indifference. Existing customers are more profitable long-term than new customers. It costs 5-6 times more to gain new customer than …
How to retain customers when you discover a problem with your product or service is important because it sets the tone for the customer relationship.Even the best products and services occasionally have problems. When they do, you should look upon the situation as an opportunity to earn customer confidence. Why? For two good reasons: Some …
Read moreHow to Retain Customers When You Discover a Problem
One of the biggest casualties in the battle to “do more with less” is developing salespeople. With fiercer competition, shorter deadlines, and the urgent replacing the important, sales managers are starting to view developing salespeople as a luxury they just can’t afford. Although common, this approach to management is short-sighted and can lead to long-term …