Get a system and stick to it.


Don't fear change,change fear

Get a system and stick to it.

I just love back handed compliments when people do not share the same opinion. There is a person asking about relationship selling and it is obvious that she does not share in the success of this type sales strategy. There are 2 questions she wants answered or addressed. There is a person asking about relationship selling and there are 2 questions she wants answered or addressed. The 2 questions are: “ Do you assign them a relationship quota or do they have to actually close deals and make it rain? How do you evaluate a sales rep that comes empty handed but tells you: “Hey, I made a lot of friends this month”? I look forward to hear all your opinions and insights”.

However here are some simple volleying questions back to those 2 questions and they are: 1.Why would it be any different than any other sales model out there? 2. Trying to discredit something while you want an explanation discredits that person and their real aim.3. Do you know what a company’s true purpose is in order to stay in business? If you did know and understand what a company’s true purpose is to stay in business you would know the 2 questions asked are not relevant or hold any truths.

Is there a quota? Absolutely, the majority of companies have quotas for their sales teams to meet and or exceed. Why would they not? All Businesses have costs to do business called overhead and when they are not met it is extremely difficult to keep people employed and keep the company in business without going bankrupt. Your sales and marketing should be relentless in the pursuit of profit in order to remain in business if not then you have the wrong idea and need to get in the game and be competitive.

A sales rep that comes in empty handed, why in the world would this be any different? Once again why would this be any different than any other sales model or business practice? Why did the sales rep come in empty handed? Why did you as a sales manager, manager, or owner allow this to happen? Who is running the company the sales rep or the people managing the company? I would have to pull the manager into my office and ask how they could have let someone slip all month without discovering where they needed help and give it to him or her. Perhaps it is time for a new direction and management.

Putting this in perspective the concept of business is to turn a profit. What is the best way to turn a profit? This is where it starts to get dangerous for some in business. It is extremely difficult to decide on the right strategy that will deliver profits that you need and or desire due to so many different strategies being presented to you all the time. Frequently the problem isn’t so much how or why to implement this or that, the problem is many people have businesses without having the proper education to run the business.

Many start up by learning what their boss did and how they ran the company. This is easily recognized by similar business practices, same invoices, same billing practices and even pricing structure. At other times it is determined by what they have witnessed in the past by other companies or what someone else is doing that seems to be highly successful. The knowledge is limited at best and it seems like a game of tag is always being played. This equates into a feeling of starting the game over time and time again. Who do you believe and who do you listen too? It is a tough choice to make. All too often the choice is made due to hearing the same old tired practices over and over and something new to you is thrown to the side

Everything is right until it is wrong. I have a certain way I do things does not mean I am spot on and right and others are wrong? No it does not mean that at all what it means is I have been successful at what I have done. I will defend what I do especially if I know something is not right that someone is stating it is the right thing to do or someone is trying to manipulate others into thinking it will not work. I will also give the information I have gathered and pass it to others to try and give them an opportunity to reach higher quicker and to by-pass the obstacles in the road way. It is your choice to accept or take the bumpy road to success. Eventually some will reach the road at their pace. You will reach it when you are supposed to reach the proper height.

To get back to the original questions if you run the business lousy, you will receive lousy numbers in return. It actually is a very simple formula with business. You must have a plan laid out and approximate view on how you want to get there and a separate plan when you must change the original. You must have a budget to know what you are spending and when and if none exists you are on the verge of a long kiss goodnight.

Finally no customer = no money which means= no profits=which means Going Out Of Business Sale=which means looking for work

Whatever sales practice you choose do it well and commit to it as a business practice.

Finally no customer = no money which means= no profits=which means Going Out Of Business Sale=which means looking for work

Role-Clarity

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About practicebetterbusiness

Author of Outside the Business Box: All about Sales Build a better you and increase your earning potential

Posted on August 29, 2014, in electrical sales, How to sell plumbing, HVAC sales, Life and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink. Leave a comment.

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