April 13th, 2010 admin
For over 27 years, I have worked with numerous organizations to improve their selling effectiveness. In the last several months stemming from the recessions, my phone rings frequently requesting help. At issue, the need to move more product as firms seeks higher margins during volatile times.
Contrary to popular opinion, sales managers and CEO’s do not need to increase goals, they need to increase communication and accountability with staff. There are two reasons why staff do not perform efficiently 1) poor employer and employee relationships and 2) unacceptable accountability.
First, sales managers today do not spend enough time in the field with representatives and do not take the time to create relationships with staff. A correlation exists between the relationship between employer/employee and the degree of satisfaction and morale at the job. Simply put, when employees are happy there is better work efficiency. Aiding this effort is the use of the MBWA principle (Management by Walking Around). Sitting in the office does little for relationships, knowing staff does. Invite staff for coffee, lunch or accompany them on account visits. Taking the time eliminates insubordination, tardiness and an array of other non work related excuses.
Second, accountability begins with developing metrics that staff understand and commit to. Qualitative and quantitative are the metrics used to evaluate staff. Determine those metrics by type and aligned with your sales process. Then create milestones so that individuals commit to dates and key performance measurements. Managers must meet with staff regularly to ensure progression. That requires constant communication and not waiting until performance time to review. Accountability also requires the emulation of the best practices of the best people and employing proper staff. Nothing else matters but measurements the denote account activity.
Goal revision does not alter behavior and poor business practices. Change the measurements and relationships and watch the alterations with observed behavior.
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on business development and marketing. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew dramatically accelerate your business development and sales skills visit his sales and marketing website.
Posted in Dr. Drew Stevens, Sales Training, account management, asking questions, business development, entrepreneur, exceeding customer expectations, marketing, pipeline management, sales and marketing, sales effectiveness, sales management, sales skills, sales techniques, sales tips, selling skills, selling techniques, selling tips, tip of the week | Comments Off
February 1st, 2010 admin
The other morning I stepped out onto the driveway to retrieve my morning paper when I saw a noticed attached to my front door. A local realtor had placed collateral materials on my door in the hope of gaining my business. The problem- no value, no trust and no relationship. Too many of you today are conducting the same rote methods of yesteryear and gaining no traction. Today’s competitive landscape requires three things for sellers:
1) A relationship
2) An expression of value
3) The requirement of YOU taking command of the action steps
Prospective clients are too busy and there is too much competition. Sellers and business professionals must create value with differentiation and a focus on the client. Do not leave selling in the hands of the client- if you want business you must make it happen.
Thought to Begin the Week – Are you sitting on your past or creating a new future – Anthony “Box” James
To gain a free 30 Minute Coaching Session or to request Secrets of Selling Success contact Dr. Drew today get the proper prescription for your success.
©2010. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the world leading authorities on sales and customer service. Drew helps business to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness.
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January 29th, 2010 admin
One of the biggest impediments to selling is abysmal customer service. Over 50% of every client interaction involves servicing the customer well. I am aghast how poor some selling representatives are. I was recently asked to call the Division Manager of a recognizable national insurance chain to deliver a keynote. I have called three times from the referral mentioning the initiating person and yet no return calls. While I understand busyness I do comprehend tomfoolery. Not returning calls, monitoring caller id, not sending thank you cards and confirming appointments are all methods that will ensure client attrition. If you want more business sometimes it is looking at the small stuff.
There are 7 for instant customer service email me today for a FREE tipsheet. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
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January 26th, 2010 admin
During a recent workshop a student asked to name the three or four vital aspects of selling. After thinking about this for quite some time I realized that there truly is one important aspect of selling-believe in yourself. If you do not believe in what you are selling and you do not believe that you have the confidence to sell then you will not be able to sell anything to anyone. Selling requires the utmost and confidence as well as passion and conviction. Without these tools you will not be able to move the buyer to take action because they will not believe you. Customers today have many choices in many opportunities to buy from others. With clutter at its highest it is vital for sellers to have the energy and confidence to be able to sell to anyone at any time. Before you pick up a book on selling and think about processes the best thing to do is look in the mirror at yourself.
I am reminded of a poem when I read many years ago entitled the “MAN IN THE GLASS.” Think about this, “Just go to a mirror and look at yourself, And see what that man has to say.” The next time you are with the client in short terrific action in closure by believing in your product and most importantly by believing in self.
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January 26th, 2010 admin
We are so bombarded by technology and clutter it is difficult to remain attentive to little things. There is simply not enough attention paid to the little things. It is interesting to find how many people are so into themselves and so on interested in the world around them. Self-centered mannerisms meet terminate people need to be more responsive to the world around them. Cell phones, text messaging and e-mail or all hindrances to making us pay attention to the world around us. Selling is not a myopic nor self-centered profession individuals need to pay attention to the customer before they pay attention to themselves. Stop being selfish and start becoming more attentive to things around you. Here are some examples of myopic behavior:
- Spelling someone’s name incorrectly
- Pronouncing the persons name incorrectly
- Arriving late to a meeting
- Meeting a client with a blue light in your ear
- Not offering salutations were thanks
- Not sending thank you letters to your clients
- Not offering mentorship to others in need
Quote of the Day
” You can’t think and hit the ball at the same time. “- Yogi Berra
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January 18th, 2010 admin
Many organizations deal with employees that do not perform to standards. One of the most frustrating things for managers and supervisors is to have employees that continually repeat the infraction. However, when the issues continue managers and supervisors are left to discipline and more likely terminate the individual.
One of the critical factors impacting work is job satisfaction. With ever increasing productivity demands the stress level within organization is very high. The question posed then is what can a manager do to assist with increasing performance? Further is it possible for a manager to motivate an employee?
Causes of low morale correlate to the organization, its culture, and its management. Several factors contribute to employee motivation and organizational morale. A study by the Corporate Leadership Council reveals the tremendous impact managers have on an employee’s level of commitment. It is imperative to note that individuals do not leave companies – they leave poor managers. Organizational mis-management contributes to negative morale. As recent as 2006 the Gallup Organization estimated there were 32 million actively disengaged employees cost the American economy up to $350 billion per year in lost productivity. Such loss includes absenteeism, tardiness, and poor work.
Taking time to build relationships with employees through personal interaction is a key step managers can take to keep morale high. Employees need to feel trust and respect from their managers. Employees desire feedback from management to understand their work matters. Many motivational issues stem from the inability of a manager to confront employees to build relationships and offer appropriate feedback.
Second there is an intrinsic issue within organization- passion. Too many organizations simply hire bodies. Managers hire employees to take positions that fill voids rather than hire individuals with the passion and conviction needed for the job. In his book “First Break All the Rules” Marshall Goldsmith states that talent is innate. If the proper employees were hired for the right positions job satisfaction and morale would be higher.
Intrinsic motivation states that employees must feel good about the jobs they do. Good examples are nurses that build relationships with patients and customer service representatives know numerous clients by first name. In order to do a job well and in order for motivation to be high, employees must love it. Managers cannot be responsible for passion, they can hire for it. That said, it is imperative to hire right. Hire individuals that compliment each other, the customers and the culture within the organization.
There is however some degree of management involvement in workplace motivation known as extrinsic motivation. This type of motivation uses recognition and reward as factors. Mentioned earlier, employers must build relationships with employees. Individuals enjoy and feel safer when relationships are built. Additionally, feedback is vital to employee success. The concept of job satisfaction and motivation is two-fold, employees desire recognition and reward and managers need to understand motivators that provide this purpose. Employees want to be a part of the team, and they want to share in the successes and failures of the organization. Therefore feedback, and recognition are active ingredients to motivational success.
Just as important to recognition is reward. In fact, they go hand in hand. Employees are analogous to children, they want recognition for a job well done. Gift cards, corporate announcements even a simple thank you card are tactics that illustrate the ultimate prize- success. The ability to become one with management gives the employee a sense of purpose and need.
Today’s employee desires to be happy on the job. In order to be happier in the family and in the job an employee wants to reach the top, personally and professionally. They want kudos for a job well done and will go through a great number of means to reach it. Recognition and happiness are the catalysts that drive this change. However the stimuli lie within management that build relationships, know their employees and seek means to acknowledge them. The manager therefore is not only one portion of motivational theory, they can practically be the driving force.
© 2010. Drew Stevens PhD. All rights reserved.
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January 17th, 2010 admin
The rubbish of reality television returns in most of its glory this month with American Idol. While many individuals seek out new methods to make fools, all can learn something.
After several years of watching the judges provide feedback to talent, I have noticed something profound, the spontaneity in which talent is unearthed. As my daughter watched the show last week it was interesting to watch the judges quickly dismiss talent. There is something to be learned here.
How many times do selling professionals spend useless hours with prospective customers only to discover:
1- they are not the buyer
2- they do not have discretionary power
3- they are the gatekeeper
4- they were only fishing for information
Sales professionals need to work quickly and refrain from spending countless hours with individuals that claim power and control and do not have it. Sales professionals need to think like a judge on the show they need to:
- Review the observed behavior and understand whom they are speaking with
- Ask provocative questions to understand the persons decision power
- Ask questions that denote budgets and time
- Determine immediately if the person is the economic decision maker
Selling today requires more efficiency and sales managers are asking for more productivity Ensuring success requires being prepared for every call and conducting research to denote imperative information on the company and the contact person. Efficiency requires the preparation of questions and knowing what to say after hello. If the judges on the show can work quickly so can you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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January 17th, 2010 admin
“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.”
Jules Renard quotes (French Writer, 1864-1910)
As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold traveled far to stake their claim to fortune. They traveled far and through rough terrain to capture their dream. American history is rampant with stories of those taking action and subsequent risk to seek out new futures and fortunes.
The contrast today is the laziness of many. Rather than diet and maintain nutrition individuals use a remote in search of the 6-second workout. So many are in a rush they do not signal on highways while others text and drive. Rather than make their own luck they lament by victimization therefore seeking alternatives to work.
If you want a new future stop the folly of laziness and do something. I am amazed when selling professionals and their owners blame customers, the economy and political issues for lack of business. 92% of selling falters because of a lack of a process and more importantly the lack to establish a relationship. Stop whining; stop making excuses and start creating a new future. If you want to reap you must sow. Seek out an education and invest in resources to help you. Gold miners worked for their fortune why shouldn’t you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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January 13th, 2010 admin
Evolve. Learn how Sales 2.0 is radically reshaping every facet in today’s sales process. See how this new phenomenon in collaborative selling is helping salespeople do a better job of identifying leads, of turning leads into opportunities, and of converting those leads into customer wins.
Get it now at:
http://stevensconsultinggroup.tradepub.com/free/w_orac45/prgm.cgi
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January 3rd, 2010 admin
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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