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Atricle Dump - Investing in Your Sales Team
A well-written third party endorsement out performs a terse white paper every time. This B2B strategy attracts potential end-users by connecting them to real-life, third-party endorsements.Before a business begins talking about features and benefits they need to get their customers' attention. People want to learn the specifics of a product or service after they've read
Reinforcement
Debriefing
Running sales meetings
Management participating in the training
Debriefing alone will create a culture that reinforces whatever training is being taught and will show corporate support. Salespeople on the street will realize that managers are continually following through on the concepts that are being taught.
Therefore, if we want to make sure that our people are getting the mo
There is an area of providing Customer Service we often overlook. It’s the people we depend on to provide that service.It’s our co-workers, employees, brothers in arms, men, women all engaged in the game of life and the business of well, business. We are so focused on the Customer needs, wants and expectations, we forget to ask what the people we engage to provide that
First, think of a triangle. The points of the triangle will be Skills, Individual Motivation, and Corporate Support.
Skills. In order for an individual to be 100% successful he/she must possess proper skills. It is the responsibility of the company to identify the proper skills necessary to succeed. How do we do that?
Identify the job function. Identify all the specific functions that a given job will entail.
Benchmarks. Set benchmarks for each one of the job functions. Benchmarks are simply the acceptable level of expertise necessary to succeed. If we have 5-6 different job functions, you would therefore have 5-6 different benchmarks.
Once benchmarks are set, management can then determine the skills necessary for each job function in order to hit those benchmarks. We need a global view of the job in order to understand what skills are necessary.
Individual motivation. As a sales manager you must create an environment to optimize the salesperson's personal performance on a daily basis. You can do that by conducting one-on-one meetings with the salespeople after returning from training classes. During these sessions discuss what they've learned, and how they can utilize the day-to-day philosophies in order to increase productivity.
Motivation comes from within. Sandler training teaches that attitude and behavior are key concepts needed to succeed as a salesperson. Without personal motivation it doesn't matter what skills are being taught by the training company or reinforced by management.
Corporate support. Corporate support is very important in order for training to succeed. Training needs to be a process, not an event. It can't be viewed from the salesperson's perspective as a "and this too shall pass" program. At times, corporations striving to allow as many programs as possible have a flavor-of-the-month mentality. Corporate support would include things such as:
Reinforcement
Debriefing
Running sales meetings
Management participating in the training
Debriefing alone will create a culture that reinforces whatever training is being taught and will show corporate support. Salespeople on the street will realize that managers are continually following through on the concepts that are being taught.
Therefore, if we want to make sure that our people are getting the mos
"I get by with a little help from my friends." The words wafted out of my car radio as I was listening to golden oldies.It got me thinking about what we really need as we're challenged to change the way we work and how we work together.It's what we need when we're making changes, expecting ourselves and others to be more than what we have been, ex
Identify the job function. Identify all the specific functions that a given job will entail.
Benchmarks. Set benchmarks for each one of the job functions. Benchmarks are simply the acceptable level of expertise necessary to succeed. If we have 5-6 different job functions, you would therefore have 5-6 different benchmarks.
Once benchmarks are set, management can then determine the skills necessary for each job function in order to hit those benchmarks. We need a global view of the job in order to understand what skills are necessary.
Individual motivation. As a sales manager you must create an environment to optimize the salesperson's personal performance on a daily basis. You can do that by conducting one-on-one meetings with the salespeople after returning from training classes. During these sessions discuss what they've learned, and how they can utilize the day-to-day philosophies in order to increase productivity.
Motivation comes from within. Sandler training teaches that attitude and behavior are key concepts needed to succeed as a salesperson. Without personal motivation it doesn't matter what skills are being taught by the training company or reinforced by management.
Corporate support. Corporate support is very important in order for training to succeed. Training needs to be a process, not an event. It can't be viewed from the salesperson's perspective as a "and this too shall pass" program. At times, corporations striving to allow as many programs as possible have a flavor-of-the-month mentality. Corporate support would include things such as:
Reinforcement
Debriefing
Running sales meetings
Management participating in the training
Debriefing alone will create a culture that reinforces whatever training is being taught and will show corporate support. Salespeople on the street will realize that managers are continually following through on the concepts that are being taught.
Therefore, if we want to make sure that our people are getting the mo
Process OptimizationManufacturing processes can easily be optimized . . . Now that is a bold statement which I can back up. Lets assume you need to maximize the performance of your product by such things as:●Minimizing material cost or●Minimizing process time or●Maximizing product appearance to minimize rejects or●Ma
Individual motivation. As a sales manager you must create an environment to optimize the salesperson's personal performance on a daily basis. You can do that by conducting one-on-one meetings with the salespeople after returning from training classes. During these sessions discuss what they've learned, and how they can utilize the day-to-day philosophies in order to increase productivity.
Motivation comes from within. Sandler training teaches that attitude and behavior are key concepts needed to succeed as a salesperson. Without personal motivation it doesn't matter what skills are being taught by the training company or reinforced by management.
Corporate support. Corporate support is very important in order for training to succeed. Training needs to be a process, not an event. It can't be viewed from the salesperson's perspective as a "and this too shall pass" program. At times, corporations striving to allow as many programs as possible have a flavor-of-the-month mentality. Corporate support would include things such as:
Reinforcement
Debriefing
Running sales meetings
Management participating in the training
Debriefing alone will create a culture that reinforces whatever training is being taught and will show corporate support. Salespeople on the street will realize that managers are continually following through on the concepts that are being taught.
Therefore, if we want to make sure that our people are getting the mo
James Q. Wilson and George Kelling probably didn’t expect to trigger a massive policy shift of colossal socio-political consequences when they wrote an article for The Atlantic Monthly in 1982 entitled Broken Windows: The Police and Neighborhood Safety. The authors had developed a theory based on their observations of a well-known sequence of events in some urban communities, s
Corporate support. Corporate support is very important in order for training to succeed. Training needs to be a process, not an event. It can't be viewed from the salesperson's perspective as a "and this too shall pass" program. At times, corporations striving to allow as many programs as possible have a flavor-of-the-month mentality. Corporate support would include things such as:
Reinforcement
Debriefing
Running sales meetings
Management participating in the training
Debriefing alone will create a culture that reinforces whatever training is being taught and will show corporate support. Salespeople on the street will realize that managers are continually following through on the concepts that are being taught.
Therefore, if we want to make sure that our people are getting the mo
With the boom in the technology industry, one can safely assume that there ought to be a rise in the level of durability, sophistication and efficiency of a product. Metal pallets have proven this very assumption for the pallet industry. With the huge proportion of investment, which is made in the metallurgical industry, there are a large number of alloys, which are not only fa
Reinforcement
Debriefing
Running sales meetings
Management participating in the training
Debriefing alone will create a culture that reinforces whatever training is being taught and will show corporate support. Salespeople on the street will realize that managers are continually following through on the concepts that are being taught.
Therefore, if we want to make sure that our people are getting the most out of their training in today's environment, and we want to maximize the investment of company dollars, it's critical to focus on these three areas: proper skills, individual motivation and corporate support. When all three components are targeted by management, training dollars are well spent and both management and salespeople will be pleased with the results.
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