Tips from the Top - January 2017
Support Your Sales Through Knowledge
As a manufacturers’ representation firm in the HVAC world, I have found that every good sales person needs knowledge in three overall areas. It’s what I like to call the Three-Legged Stool.Read more
Sales Excuses or Sales Success?
Many private business owners tell me they struggle with sales. Most report little predictability, visibility or scalability in their sales effort. A large percentage of seemingly successful entrepreneurs have a tough time maintaining any level of consistency in growing sales revenues and profit.
When I ask owners for reasons their sales are lacking, I often hear the same things over and over. This destructive self-talk hurts much more than it helps. Following is a list of popular excuses I hear many times each month. If you find yourself saying any of these things, I’ve offered actions you can take today to make things much better…
You Can Go. Really
There are graveyards full of people who thought they were indispensable.
When you are going to be gone from your role or company, prioritize what absolutely has to be done by considering timing and risk. Document how those tasks are to be accomplished. Ensure the people to whom you delegate can complete the task, and then set that one aside. Don’t procrastinate and don’t stress!
Prioritize the Personal
If you eliminate personal pursuits, trips or family time because you are so busy, you will never make time for the important things.
Steps Toward Health Coverage
Health programs pay for themselves in the arena of human resources. When you take care of your people, their productivity improvement will likely offset the cost of any health program.
Consider the new trend on wearable fitness devices. Not only can you provide a useful gift to your staff, but you can also foster a sense of team by creating competition groups for gaining "steps." Additionally, by providing an incentive for better health, you can take strides to lowering your overall health coverage costs.
All Eyes On You
Everyone is watching you to set the pace and the culture.
Over the past two months, we have instituted weekly sales meetings for our company as a reaction to less-than-stellar performance. The results have been everything we had hoped for and more.
Letting the team know what we need to do has made a big difference in revenue and gross margins. Communication of expectations goes a long way to solving performance issues.