Value Reflection for 2013

As I shared with clients over the years, there is simply no magic wand in increasing business. A comprehensive game plan along with all the initiatives, activities, and behavior for keeping you funnel full, is the only answer in the generating more business.

As I mentioned in my “Sales Tip of the Week” this week that the development of  a “value-positioning statement” is important to create a clear vision in the mind of others as to what you specifically do, but most importantly, what differentiates you from the competition. Always talk in terms “value” and how others can benefit and solve problems by doing business with you. As I have mentioned on occasions, always look for a win-win for all involved. You will quickly find that this sort of a mind set will pay dividends further into the future.

 People want to do business with those whom they like and trust that look out for their best interest. Is it an old way of doing business? Let me assure you, this is  the right way. Set your goals and objectives in 2013 to increase the amount of satisfied clients by creating a win-win and building a solid foundation of renewable business.

We are going to take some time off during the holidays. See you right after the first of the year.

We have accumulated 40+ blogs in out archives for review, if you feel the need to reinforce idea sharing from 2012. 

Have a wonderful holiday season! See you next year.

-Mike

New concept of prospecting

Prospecting is a life blood of successful sales performance. Surprisingly, over the years I have discovered that there are people who have a natural ability for  prospecting, and those who struggle with it. The real key is to look for people or companies that are having problems and discover if what you do or the product that you represent can solve their problem.

Joe’s sales people approach in the past was to trying to create an issue or a problem, instead of discovering if it really existed or not. Normally, it either does or does not. What you represent is either a good fit or its not. If yes, you can both decide if it makes sense to move forward. If not, take the time to refer them to someone or a company that appears to be a potential fit.

Sales in the past, the “old concept”, was about the creating the desire instead of discovering if indeed it existed. We call it “hard sell”.

Sales are essential for a growth of the organization. Without it there is not much for others to do. Sales for years have had a number of negative connotations, because of some sales people, who are prone to sell regardless of whether the problem existed or not.

The world is ever-changing in relationship to the sales arena. Getting Joe’s people to embrace change was not easy, but they soon discovered that to develop a long-term relationship and trust was absolutely essential.

Simply stated, “do not sell.” Instead, create an environment for buying. By doing so we will create a win-win situation for everyone involved.

Team Mentality

There is an old saying that still rings through today: “If you keep doing what you have always done, you will be getting what you have always gotten or maybe less.”

In the beginning of working with Joe’s sales team, I soon discovered that there was a pattern of prospecting and communicating with current as well as prospective clients that had a lot to be desired. Their prospecting game plan seemed to lack creativity and the right activity, which is essential in growing businesses.

We started with a discovery process by identifying the missing elements of a well thought-out prospecting game plan. My seminars were very participative, so we could achieve buy-in from each participant, and most importantly develop a team mentality, instead of competitive mind set that existed before the training.

The team concept allowed each participant to tie their personal goals into a company’s vision and objectives, so they were able to predict a doable financial goal for the company for the next fiscal period.

Over short period of time I started to notice  that their activity and behavior were redirecting  to an allover team effort, which included mentoring/mentee relationships between seasoned and newer players.

With an introduction of fresh ideas came a great change in an attitude for everyone in company. It opened up lines of communication for the sales people, design and construction team, and, of course, management.

Next week we will continue exploring what it takes to develop a prospecting mentality.

Networking for Success

The concept of networking has been around since the evolution of a man kind. It started as a form of a relationship building between tribes and communal settings. It enhanced survival and safety, as well as growth opportunities in a quickly emerging society.

Networking in a modern era has also evolved primarily as a concept for relationship building. It is an important component in generating business opportunities by introducing people in an informal as well as formal setting, so they could explore and discover in what way they could compliment one another with a service or a product that can solve other people’s problems.

My formal introduction to the world of networking started little over 20 years ago. In 1992 the concept was emerging out of California. It was intended to generate business for each participant. In Central Ohio we were called network professionals. My first group branched out to 11 chapters with up to 40+ members in each group. I retired in1997 to concentrate on my business advisory business.

Having an opportunity to be a founder of networking in Central Ohio gave me a unique view of the emerging concept of an ever-changing process. It now includes social networking such as LinkedIn, Facebook, Twitter, etc as well as formal and informal get-togethers.

Networking is alive and well. If you are committed to growing your business and reach its potential, networking is an important key in your progressive game plan. People want to do business with people they know, like, and trust.

Do your do-diligence in picking network setting that not only makes sense to you and your business, but also is doable. Relationships are built over time so patience is a virtue.

P.S. I hope that you have a great Thanksgiving week. I will not be posting my blog next week.

Game plan that works

As I mention in my last week blog, Joe’s sales team began to understand what it takes to develop well-conceived game plan. They also started to see significant results that can come from putting together daily, weekly, and monthly goals. Joe’s team had developed specific activities and initiatives that not only made sense, but most importantly they were doable. Because of Joe’s background in the design and construction of upscale exhibit booths, he was a very detail-oriented person and taught his people to measure twice and cut once.

The five people on the Joe’s sales team worked on their plan individually, based on formulas we put in place. Then, to ensure that everyone shared common understanding of company’s goals, differentials, and unique traits, we met as a group to blend our individual plans into overall company’s game plan. These group meetings also helped us to stay on the same page in developing particular actions necessary for application of non-traditional sales system.

After the company’s game plan was in place, we took a 10-thousand-foot look so as to ensure that we had all bases covered and that we were not short-sighted in any areas.

Now that we had a very well-thought-out game plan with all initiatives and activities, we felt very confident. We started to apply our new strategy to ensure that the company reaches its objectives and secures a consistent growth pattern in the short and long term.

Joe and His Team Got It!

Within several months of our work together, Joe started developing a positive perspective and a reflective understanding of what it takes to grasp the real difference in attaining high performance from his sales people.  He came to realize that when sales people get involved in determining the specific activities and initiatives to ensure a prosperous future for everyone involved, they tend to have higher motivation and better outcomes.

One of the members of Joe’s sales team revealed to me that over the six of transition to a new sales concept have been truly rewarding. Of course, I asked her:”Why?” She told me that getting involved in mapping out a game plan, being part of the whole process, the financial rewards, and the psychic fulfillment that came with doing a good job has inspired not only her but everyone on the sales team. She also related that it had a positive impact on the people in the departments of design and construction.

It all became possible because, they saw the consistent growth and a security from the company that respected their views and took their opinions into account. . At the same time those that chose not to buy in had soon left the company on their own accord.

When you have a lot of happy campers in an organization, the trickle down could be most inspiring, rewarding, and of course profitable. 

Make sure that you follow my weekly "Sales Tip of the Week"

Joe’s Dilemma: Quotas vs. Goals

Today I want to continue with Joe’s saga of his growth as a sales manager.

When I first started working with Joe, I told him that I was not a quota guy. As I shared with him, quotas produce OK results from the sales people, but lack the important buy-in that you need from your sales people as well as the entire sales team.

Many times the financial projections that are given to sales team lack the following:

·         A clear understanding of the company’s goals blended into the individual goals and objectives of each sales person

·         Each sales person needs to be a part of a decision making process in respect to their own individual projections tied into the company’s financial plans.

On the other hand, if sales people are provided with clear objectives as well as are assured that they are a part of the process and are responsible to make decisions, the job will be done with a better outcomes and higher motivation.

Sales people need a clear vision on how their individual productivity ties in to the company’s plan and clearly see their role. Goals motivate and work; quotas many times create anxiety and “just do it” mentality. It is just not a formula that ensures steady and consistent company growth.

Joe and I worked diligently with our sales people in creating an interesting, fun, and realistic game plan, which eventually created a win-win situation for everyone.