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Atricle Dump - Sales Management - How to Define Your Company's Sales Job - Part 2
Inflatable Advertising Balloon that Works
When people want to introduce a new product into the market, many companies rely on television, posters, magazines and newspapers in order to advertise.Unfortunately, these mediums are quite expensive so firms that are working on a small budget should try something else such as an inflatable advertising balloon.The balloon is often seen in major sports events like football and baseball. These are made of nylon and coated with silicon. The advantage for those who decide to use this is that people who work in office buildings, those who are driving on the road or those who are walking can see it.Research has shown that many small companies have also joined in the bandwagon af
eople are required to deliver post-sales support, it would be desirable for them to have a lower Sales Drive, be less Competitive, and have a higher Service Drive.When people want to introduce a new product into the market, many companies rely on television, posters, magazines and newspapers in order to advertise.Unfortunately, these mediums are quite expensive so firms that are working on a small budget should try something else such as an inflatable advertising balloon.The balloon is often seen in major sports events like football and baseball. These are made of nylon and coated with silicon. The advantage for those who decide to use this is that people who work in office buildings, those who are driving on the road or those who are walking can see it.Research has shown that many small companies have also joined in the bandwagon af
13. Training
- What kinds of training does your company provide to salespeople?
- How much training does your company provide?
Building a Foundation for Your Business
Why is building a business foundation important to marketing?It will not matter how slick or effective a marketing program is if the business foundation is not in place. As a consultant the tendency is to look after other people’s business and not our own. It is like the proverbial cobbler and the shoes. Only the cobbler’s children go barefoot. This is very true for most consultants. The structure used quite often will not lead to effective execution of a marketing plan and to also follow-through on the results of the campaign.Look at the current structure for your consulting business. Do you have an organizational chart based on job function? This does not mean hiring others to d
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.Why is building a business foundation important to marketing?It will not matter how slick or effective a marketing program is if the business foundation is not in place. As a consultant the tendency is to look after other people’s business and not our own. It is like the proverbial cobbler and the shoes. Only the cobbler’s children go barefoot. This is very true for most consultants. The structure used quite often will not lead to effective execution of a marketing plan and to also follow-through on the results of the campaign.Look at the current structure for your consulting business. Do you have an organizational chart based on job function? This does not mean hiring others to d
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?
Yellow Page Advertising Gone Bad
Many people believe that yellow page advertising is the best possible advertising for a new business, but let me tell you I have heard some horror stories in my past. In fact let me tell you about one story, which is pretty much unforgivable. I was told by a Yellow Page Advertising Representative that the book closed in two days and if I did not get my Ad in now I could forget it until next year. I found out later that this was a lie, and the representatives in the area told that to everyone. Actually the book did not close for two months.This was not an off brand yellow page advertisement book; this was the actual phone company Yellow Pages. The lady who was selling the advertisemen
es have support personnel that perform administrative tasks on their salespeople's behalf. Other companies expect their salespeople to deal with a certain amount of administration. If a tolerance for process, detail and administration is necessary for success in your company's sales job, some amount of Tolerance for Administration is desirable in your salespeople.Many people believe that yellow page advertising is the best possible advertising for a new business, but let me tell you I have heard some horror stories in my past. In fact let me tell you about one story, which is pretty much unforgivable. I was told by a Yellow Page Advertising Representative that the book closed in two days and if I did not get my Ad in now I could forget it until next year. I found out later that this was a lie, and the representatives in the area told that to everyone. Actually the book did not close for two months.This was not an off brand yellow page advertisement book; this was the actual phone company Yellow Pages. The lady who was selling the advertisemen
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?
Information Marketing - How to Get Clients to Pick Up the Phone and Call You
What Is Information Marketing? Information marketing techniques involve a completely different way of thinking. It’s centred on ‘giving’ not ‘getting’. It’s a powerful way of building a relationship of trust and credibility with your prospects by giving them what they want which is information and advice and taking away what they don’t want, a sales pitch. Now doesn’t that feel as though it falls in line with your values?Information marketing materials come in many formats from an email newsletter, special reports, a course of email tips, articles and ebooks to name but a few. You may well have come across some of them already.The Benefits of Information Marketing
als?
Sales roles that rely heavily on high quality verbal and written communications require salespeople that have healthy doses of the attributes Communication Skills and Reasoning Ability.What Is Information Marketing? Information marketing techniques involve a completely different way of thinking. It’s centred on ‘giving’ not ‘getting’. It’s a powerful way of building a relationship of trust and credibility with your prospects by giving them what they want which is information and advice and taking away what they don’t want, a sales pitch. Now doesn’t that feel as though it falls in line with your values?Information marketing materials come in many formats from an email newsletter, special reports, a course of email tips, articles and ebooks to name but a few. You may well have come across some of them already.The Benefits of Information Marketing
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?
Stop Waste, Fraud and Abuse
Each year, businesses write-off six percent of revenue to waste, fraud and abuse. But why would managers throw all that hard-earned money away when there is a reliable way to eliminate waste, fraud and abuse using accounting policies & procedures to create internal controls.Internal controls eliminate uncollectible receivables; prevent theft or embezzlement; optimize inventory; and stop waste, fraud, and abuse. Utilizing just a single control will add real money to your bottom line each month.Look for Easily Customizable MS-WORD files to Save TimeYou can quickly and easily develop customized procedures and internal controls for your organization, no matter what size it is
) 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.Each year, businesses write-off six percent of revenue to waste, fraud and abuse. But why would managers throw all that hard-earned money away when there is a reliable way to eliminate waste, fraud and abuse using accounting policies & procedures to create internal controls.Internal controls eliminate uncollectible receivables; prevent theft or embezzlement; optimize inventory; and stop waste, fraud, and abuse. Utilizing just a single control will add real money to your bottom line each month.Look for Easily Customizable MS-WORD files to Save TimeYou can quickly and easily develop customized procedures and internal controls for your organization, no matter what size it is
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?
Tit For Tat
Every human being wants and needs to feel important, so it is inevitable that when people work long hours in close environments something will happen that may spark a power struggle. Simple matters can appear to take on a life of their own because of the different personalities involved.Whether you're fighting with a colleague who took credit for your work or you were excluded from a meeting that was important, be strategic in your approach to resolving the issue.Assess the situation. Before you engage in any power plays, evaluate the different ways to resolve the issue and choose the best one. Consider each plan of action and know what you want the outcome to be, and
eople are required to deliver post-sales support, it would be desirable for them to have a lower Sales Drive, be less Competitive, and have a higher Service Drive.Every human being wants and needs to feel important, so it is inevitable that when people work long hours in close environments something will happen that may spark a power struggle. Simple matters can appear to take on a life of their own because of the different personalities involved.Whether you're fighting with a colleague who took credit for your work or you were excluded from a meeting that was important, be strategic in your approach to resolving the issue.Assess the situation. Before you engage in any power plays, evaluate the different ways to resolve the issue and choose the best one. Consider each plan of action and know what you want the outcome to be, and
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 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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