Hiring a National Sales Manager
Because of some of the major consolidations that have taken place this past year, especially one company in particular, this is also good time to be looking for direct sales people. And because so many companies are merging, there are going to be some great sales managers looking for work. Yes, folks, there are going to be some good ones out there looking, and they’re yours for the picking.
It's Only Common Sense: The Weekly Sales Report
If you hire and manage salespeople, you need to have them write up a weekly report for you. Actually, they need to do it for themselves, because one of the true tenets of reporting is that the report is at least as important to the person writing the report as it is to the manager reading it. I am talking about a good and thorough accounting of what the salesperson has accomplished in the past week and what his plans are for the coming week.
It's Only Common Sense: You Can’t Make Sales Calls on Mondays!
Everybody knows you can’t visit customers on Monday. And forget Friday. And you know that Wednesday is never ever a good day to visit customers, right? One guy told me that in New England they don’t like seeing vendors in the summer, so there is no reason to even try. Everybody in New York takes August off, so that’s out. If you've ever said any of these things, you don't really want to be a salesman.
It’s Only Common Sense: Advertise Like you Mean It!
Before you spend your hard-earned dollars on advertising, make sure that you know what you want to say and how you want to say it! Make sure that you know just exactly what message you want to get across and, finally, make sure that your ads are going to move your customers to do something. Here are 10 guidelines for developing a solid advertising campaign.
With Twitter, Ignorance Is Not Bliss
Twitter is the fastest way to get the word out about what's happening at your company. If you hire a new employee, buy a new piece of equipment, or develop a new technology, Twitter will reach the widest audience. If enough people retweet your post, then your Tweet can go viral, driving a bunch of people to your website. How else can you do that, old-timers?
It’s Only Common Sense: Providing Super Customer Service
I recently came across a terrific book on customer service by Flavio Martins. Win the Customer: 70 Simple Rules for Sensational Service is filled with new and innovative ideas and strategies for improving your customer service. I thought this would be a great time to pass on some of the more interesting, pertinent and instructive ideas from the book. And our industry needs all the customer service help it can get!
It’s Only Common Sense: Go Where the Business Is
Demand for sales training is on the rise lately. People are realizing that the number one problem for any company is a lack of sales (as if you’ve never heard me say that before!). So now individuals and companies are looking for ways to gain more customers, and of course the very best way to do that is to make sure that your sales team is operating on all eight cylinders. That is, they must be fully trained, armed, and prepared to get out there and win more business.
It’s Only Common Sense: Cold Calling—There is No Short Cut!
No matter what books you read, the important thing to remember is that in the end, the salesperson is the one who makes it happen. You can read all the sales books in the world, attend all of the seminars and webinars that money can buy; but in the end, it’s the person in the mirror who has to have the ambition, the passion and the diligence to make it happen.
It's Only Common Sense: Encourage Freedom of Thought at Your Company
Ask yourself this: Are your staff members allowed to think? Some of the new management techniques can encourage team members to leave their brains at the door. I know that my friends on the other side of this argument will strongly disagree, but I am going to stick to my guns on this one. When you start measuring every single step of an operation to the point where you are measuring minutiae, trying to save every half second of time on the manufacturing floor, you are squelching the very creativity that you claim to be encouraging.
It’s Only Common Sense: Being Productive is Easier than you Think
Start being more productive with your time today by removing the tasks that are not dictated by someone else. Plan your days ahead of time. Get in the habit of laying out your work week, and do so two weeks ahead of time. Make appointments with the tactical scrutiny and planning of a U.S. Army general.