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Actual for You - Sales Management - How to Define Your Company's Sales Job - Part 2
Outsource Web Services: Design Complete Business Portal At Cheaper Rates
Outsourcing web services! But what is it and why should I do it? Well let me explain...suppose you are Rowling, I mean Charles Rowling. No, not related to the Rowling of Harry Potter fame but a proud owner of a small pub which sells the best beer in town. Whenever someone’s thirsty in the downtown county he will only think of Charlie’s beer. Your business is growing but you want to spread it across to other counties, so that the whole of America would talk of Charlie’s beer. But how would you do it...and the main issue is how would you get in touch with people outside your county? Well the easiest solution is to set up a website which would publicize your pub across Uncle Sam’s country. Then yo
o excel at mentoring and administrative duties)?
The desired levels of the attributes Sales Drive, Service Drive, Assertiveness, Competitiveness, Independence and Tolerance for Administration will differ based upon each sales manager's style.Outsourcing web services! But what is it and why should I do it? Well let me explain...suppose you are Rowling, I mean Charles Rowling. No, not related to the Rowling of Harry Potter fame but a proud owner of a small pub which sells the best beer in town. Whenever someone’s thirsty in the downtown county he will only think of Charlie’s beer. Your business is growing but you want to spread it across to other counties, so that the whole of America would talk of Charlie’s beer. But how would you do it...and the main issue is how would you get in touch with people outside your county? Well the easiest solution is to set up a website which would publicize your pub across Uncle Sam’s country. Then yo
15. Career Path
- What is the career path for your sales position?
- From small ticket item sales to big ticket item sales?
- From sales to management?
Consider this example: Most sma
Warming Up To Cold Calls
Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with anxiety. Believe me I was one of them. For those of you who know us and have read "Who Makes It Happen", remember what I used to go through before I would get on the telephone to cold call. However, as an business owner/entrepreneur, the telephone is one of the single most important tools at your command. The key to getting over your hesitation is to stop thinking a
Here are seven additional factors to consider as you define the parameters that produce success in your company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with anxiety. Believe me I was one of them. For those of you who know us and have read "Who Makes It Happen", remember what I used to go through before I would get on the telephone to cold call. However, as an business owner/entrepreneur, the telephone is one of the single most important tools at your command. The key to getting over your hesitation is to stop thinking a
9. Administration
- Which sales job functions require attention to detail? (Examples include making accurate forecasts, providing timely updates to the corporate CRM system, analyzing customer records to determine sales strategies, and ensuring regulatory compliance.)
10. Communication
- How important are verbal and written communication skills to sales success in your company?
- Are your salespeople required to make presentations?
- Are they required to compose letters or proposals?
11. Pre-Sales Support
- What support resources are available to help your salespeople manage specific steps of the sales cycle?
- How effective must your salespeople be when managing these resources?
12. Post-Sales Support
- Are your salespeople expected to provide technical or operational support to customers, or do other personnel provide this support?
13. Training
- What kinds of training does your company provide to salespeople?
- How much training does your company provide?
14. Sales Manager's Style
- What are your sales managers' styles?
- Do they lean in the direction of being Field Generals (who prefer selling to coaching) or Administrators (who excel at mentoring and administrative duties)?
15. Career Path
- What is the career path for your sales position?
- From small ticket item sales to big ticket item sales?
- From sales to management?
Consider this example: Most smal
Business Brokers
Business brokers help you in the sale and purchase of businesses. They charge fees for providing brokerage services. The fees depend on the size of the business, the final sale and the purchase price. There are different business brokers for dealing with different kind of businesses. For example, some of them might specialize in mergers, and others in acquisitions. Apart from the fixed fee, most of the brokers also charge commissions. The commission can be computed on the basis of the selling or purchase price of the business. The larger the price, the greater the leverage to negotiate commission rates with a business broker.If you have sold your business or purchased a new one you might
y for success in your company's sales job, some amount of Tolerance for Administration is desirable in your salespeople.Business brokers help you in the sale and purchase of businesses. They charge fees for providing brokerage services. The fees depend on the size of the business, the final sale and the purchase price. There are different business brokers for dealing with different kind of businesses. For example, some of them might specialize in mergers, and others in acquisitions. Apart from the fixed fee, most of the brokers also charge commissions. The commission can be computed on the basis of the selling or purchase price of the business. The larger the price, the greater the leverage to negotiate commission rates with a business broker.If you have sold your business or purchased a new one you might
10. Communication
- How important are verbal and written communication skills to sales success in your company?
- Are your salespeople required to make presentations?
- Are they required to compose letters or proposals?
11. Pre-Sales Support
- What support resources are available to help your salespeople manage specific steps of the sales cycle?
- How effective must your salespeople be when managing these resources?
12. Post-Sales Support
- Are your salespeople expected to provide technical or operational support to customers, or do other personnel provide this support?
13. Training
- What kinds of training does your company provide to salespeople?
- How much training does your company provide?
14. Sales Manager's Style
- What are your sales managers' styles?
- Do they lean in the direction of being Field Generals (who prefer selling to coaching) or Administrators (who excel at mentoring and administrative duties)?
15. Career Path
- What is the career path for your sales position?
- From small ticket item sales to big ticket item sales?
- From sales to management?
Consider this example: Most sma
A New Way To Handle Complaints, Or Is It?
What a lot of money we have been wasting on dealing with customer complaints.Instead of dealing with them and attempting to satisfy the customer we should create a process that makes complaining so difficult then when customers complain they get such a huge negative experience and never receive any satisfaction.They will think very hard before they complain again.This approach is working already.Fifteen Years ago I moved up to the West Coast of Scotland. After three years of the Highlands I decided to make it my permanent home and settled down to live in the most beautiful imaginable spot on the shores of Loch Long.In the mornings I would lie in bed and liste
port resources has a significant impact on the attributes required for sales success. If your salespeople have access to quality internal (employed by your company) or external (employed by suppliers or partners) technical resources, they don't need to invest a lot of time learning technical details. This frees them to focus more time and energy on prospecting and opportunity qualification. By the same token, if your company employs technical writers who can assist salespeople with large proposals and bid responses, there may be less need for your salespeople to have strong Communication Skills.What a lot of money we have been wasting on dealing with customer complaints.Instead of dealing with them and attempting to satisfy the customer we should create a process that makes complaining so difficult then when customers complain they get such a huge negative experience and never receive any satisfaction.They will think very hard before they complain again.This approach is working already.Fifteen Years ago I moved up to the West Coast of Scotland. After three years of the Highlands I decided to make it my permanent home and settled down to live in the most beautiful imaginable spot on the shores of Loch Long.In the mornings I would lie in bed and liste
12. Post-Sales Support
- Are your salespeople expected to provide technical or operational support to customers, or do other personnel provide this support?
13. Training
- What kinds of training does your company provide to salespeople?
- How much training does your company provide?
14. Sales Manager's Style
- What are your sales managers' styles?
- Do they lean in the direction of being Field Generals (who prefer selling to coaching) or Administrators (who excel at mentoring and administrative duties)?
15. Career Path
- What is the career path for your sales position?
- From small ticket item sales to big ticket item sales?
- From sales to management?
Consider this example: Most sma
Powerful Presentations -- The Six Ps
In today’s fast paced world, being able to present our messages powerfully is not just an asset, but has become a necessity. Whether we are presenting one-on-one or to a large group, we will be successful if we make use of what I term as the Six Necessary Ps.The first “P” stands for Passion. If we are not passionate about our topic, our ideas, and/or our products, our presentation will lack enthusiasm and sincerity. No one loses credibility more quickly than the presenter/speaker who appears to be giving a canned speech that doesn’t come from the heart.The second “P” stands for Preparation. Some presenters pride themselves on “winging it” which quickly becomes obviou
have a lower Sales Drive, be less Competitive, and have a higher Service Drive.In today’s fast paced world, being able to present our messages powerfully is not just an asset, but has become a necessity. Whether we are presenting one-on-one or to a large group, we will be successful if we make use of what I term as the Six Necessary Ps.The first “P” stands for Passion. If we are not passionate about our topic, our ideas, and/or our products, our presentation will lack enthusiasm and sincerity. No one loses credibility more quickly than the presenter/speaker who appears to be giving a canned speech that doesn’t come from the heart.The second “P” stands for Preparation. Some presenters pride themselves on “winging it” which quickly becomes obviou
13. Training
- What kinds of training does your company provide to salespeople?
- How much training does your company provide?
14. Sales Manager's Style
- What are your sales managers' styles?
- Do they lean in the direction of being Field Generals (who prefer selling to coaching) or Administrators (who excel at mentoring and administrative duties)?
15. Career Path
- What is the career path for your sales position?
- From small ticket item sales to big ticket item sales?
- From sales to management?
Consider this example: Most sma
How To Present Creative Ideas: Part 1
Creating great creative is one thing. Knowing how to present creative ideas is another...but a HUGE part of your daily life in advertising as a copywriter.Okay, here's one of the biggest presenting skills you're going to need to learn, AND FAST......make 100% sure, from day one, that you VARY YOUR PRESENTATION ORDER. Make sure that you NEVER go in front of the same people twice with the same order of work.Meaning...NEVER present the work you want to sell first and then show the rest of your concepts. NEVER show your favorite work always in the middle of your entire group and make people pick it out for themselves. And NEVER put your best work at the end and present i
o excel at mentoring and administrative duties)?
The desired levels of the attributes Sales Drive, Service Drive, Assertiveness, Competitiveness, Independence and Tolerance for Administration will differ based upon each sales manager's style.Creating great creative is one thing. Knowing how to present creative ideas is another...but a HUGE part of your daily life in advertising as a copywriter.Okay, here's one of the biggest presenting skills you're going to need to learn, AND FAST......make 100% sure, from day one, that you VARY YOUR PRESENTATION ORDER. Make sure that you NEVER go in front of the same people twice with the same order of work.Meaning...NEVER present the work you want to sell first and then show the rest of your concepts. NEVER show your favorite work always in the middle of your entire group and make people pick it out for themselves. And NEVER put your best work at the end and present i
15. Career Path
- What is the career path for your sales position?
- From small ticket item sales to big ticket item sales?
- From sales to management?
Consider this example: Most small ticket item sales cycles are shorter than big ticket item sales cycles. Per Question #7, the desired amount of Sales Drive differs based upon the frequency of opportunities for presentation and persuasion. A successful salesperson in small ticket item sales is likely to have a strong Sales Drive. Will they become frustrated by the reduction in opportunities to present and persuade that could result from a "promotion" to big ticket item sales?
Similarly, the attributes required to be an effective manager are often quite different from the attributes required to be an effective salesperson. Success in management can require more attention to detail and the willingness to delegate and mentor. These requirements impact the target ranges for the attributes of Sales Drive, Service Drive, Assertiveness, Competitiveness, Independence and Tolerance for Administration.
If you keep the fifteen questions discussed in this two-part article in mind, you will be able to more accurately define the parameters that will lead to success in YOUR company's sales job(s).
Copyright 2005 -- Alan Rigg
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