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 …
Developing salespeople is easy when you can understand and apply three basic concepts: 1. “Winning is fun, losing isn’t!” 2. “Winning is different for every person!” 3. “Your job as a manager is to help your people win everyday!” When you discover what winning is for your people, then you are well on your way …
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 …
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 …
Learning how to retain customers is essential for surviving in the New Economy. Without customers you have no business so caring for them and nurturing relationships with them seems like an obvious strategy. Think again. Poor customer service is the number one reason customers stop doing business with their current supplier/provider. In fact according to …
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 …