Do you want to grow your business? If you do then you must have the right people. In Jim Collins book “Good to Great” he says you have to make sure that “the right people are on the bus”. This means that you as a leader must know the strengths and motivation of each person …
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 …
Hiring the right candidate for a sales position is a challenging task because if you miss the mark you lose time, money, energy and customers. I recognize that it is impossible to completely eliminate “hiring mistakes.” However, it is possible to significantly reduce them as well as minimizing their impact when they are made. Even …
Sports often provides good leadership lessons and this is true for the phenomena known as “Linsanity”. Even casual sports fans have heard about Linsanity the term that refers to the buzz being created by Jeremy Lin the New York Knicks overnight sensation. Lin’s saga is like “Rocky Balboa plays in the NBA” because Lin wasn’t …
How effective is your sales compensation plan? Does it help you attract the people you need and are you able to keep your top performers? If you’re not satisfied with your compensation plan, you may have one or more of the following sales compensation plans pitfalls. As you review each one, think about your own sales …
Read moreSales Compensation Plans Pitfalls and How to Avoid Them
A critical measure of success in leading change is your commitment. Once you’ve weighed the options, given others a chance for input and settled on the best course of action. You must be resolute, even passionate about your determination to follow through. If you can’t be excited about where the organization is going, how can …
As a trainer, you help your salespeople identify and work on skills that need strengthening. You set up training programs because it is your responsibility to provide opportunities where salespeople try new behaviors and feel comfortable to fail. That is, you encourage salespeople explore new techniques and skills in a neutral setting where mistakes are …
Solidifying the customer relationship is essential for sustainable sales, profits and customer loyalty. This means you must manage the relationship through the entire customer experience. From first encounter to a customer becoming a raving fan every customer touch either adds to a positive experience or detracts from it. How you handle each touch determines the …
Read moreThe Secret to Solidifying the Customer Relationship