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Some problems must be solved early by Steve Waterhouse We are watching a very fundamental sales management problem played out in the Florida elections (this is not political!). See the job through their eyes for a minute and confirm for yourself that the vision they have is the one that says, 'My job is to aggressively grow sales and develop long term client relationships.' Make sure that they don't see anything to blame between themselves and a sale. Article: Some problems must be solved early by Steve Waterhouse We are watching a very fundamental sales management problem played out in the Florida elections (this is not political!). It's titled criticism and it can destroy our sales organization from within. When we morpheme the blame, we immediately stop the progress. We can often look at our job descriptions to see the problem. In an election, the job of the elections supervisor is to observe the rules and protect the rule of law. As a result, when they find tens of thousands of bad ballots, they don't see it as a problem. In fact, they see it as a success. Their job was to set awry bad ballots. It says so in their job description! As a result, finding bad ballots equals doing their job. But what if the job description was changed. What if their job was to ensure that the elections with great nicety reflected the will of the voters? In that case, bad ballots would be seen as a bad situation and any system that created too many bad ballots would immediately be fixed. In that case, Palm waterfront County would have replaced their voting system four years ago when 14,000 bad ballots were discovered. Look at some of the metrics we use in the job descriptions for our sales staffs. They can include making more calls, sending out more literature, giving more product presentations, submitting more proposals and even updating the mailing list. Unfortunately, all of these can be successfully transcendent without ever getting to a single sale. Sales people can point to the required task list and justify a very busy day with very little progress. They can imputation everyone except themselves. Before you dismiss this by saying, 'My people are team oriented and performance focused,' take a few minutes to ask your sales staff how they describe their job responsibilities. See the job through their eyes for a minute and confirm for yourself that the vision they have is the one that says, 'My job is to aggressively grow sales and develop long term tributary relationships.' Make sure that they don't see some to cast blame upon midst themselves and a sale. Properly focused sales teams are happier, easier to manage and far more productive than those who play the cry out against Game. For a free copy of 'The 5 Steps to Keeping Your Sales Team Focused', email article3@waterhousegroup.com and ask for #3. Stephen Waterhouse is Principal and Founder of Waterhouse Group (www.waterhousegroup.com). They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com. Re-Print Permission This aspect may be reprinted in it's entirety if the following conditions are met: The complete tag with the author's name and contact information is included immediately agreeably to the article. A copy of the printed section is mailed to the dash off at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The module is presented in a positive light as part of an politic undertaking related publication.
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More Articles:1. Forgive All Ebay Sins! By Robert C. Potter Summary: Without fail, all of this "ill will" led most businesses to bankruptcy, and in some cases, Federal Prison. I realize that not everyone engages in "business criminality" that rises to the level of fraud and incarceration. You make sure that you communicate effectively, refund monies if the buyer is truly unhappy, and try to meet the needs of the people who buy your goods or services. However, there are more than a handfArticle: Ove… 2. 10 Unforeseen Ways To Crack-Open Your Sales! Summary: E-mail targeted e-zines and ask them to do ajoint venture with you. Find a tiny niche for your new free e-zine. your e-zine needs tobe extra specialized to attract new subscribers.6. Create an extra income from your web site bycharging for consulting. Article:1. Sell an inexpensive product to sell an expensiveproduct. If people like your inexpensive product,they'll be persuaded to buy your expensive one.2. confer your visitors to decided… 3. What if There Were No Sales People? By Lance Winslow Summary: Well what if the hardware store never sold the hammer to build the building so the car salesman could sell the pick up to the salesmen to sell the tractor to the farmer so he could produce the bushel of wheat that the food salesperson sold? Article: What if there were no sales people? What if no one ever tried to sell you anything? Would you have a transcendent life? Would it be socialize for our country? What round about the economy? W… 4. Using Business and Greeting Cards Effectively Summary: One is bigger than the other, and needs a postage stamp in order to get to it's desired location, as opposed to the business card which is handed directly to a person or dropped into a fish bowl in the hopes of winning an office party.Here are a few tips on how to use the business card and greeting card as a sales and marketing tool.The Business CardThis tip is not just about what you can do with your business cards, it's about what you … |