Producing Premium Performance

 
One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to be able to create a sustainable improvement in performance. The tendency is to blame the employees for poor performance. However, more often than not, the problem stems from not establishing an effective performance management framework....
 

The Get Dangerous Quickly Approach to Product/Service Training

 
In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt a team of specialists could help jump-start growth in software sales. This was a very interesting project for several reasons. First, the distributor had sixteen software products in its portfolio. Second, they couldn't afford to hire experienced software salespeople....
 

Business Career, Executive Coaching Article - Perfection vs. Excellence

 
"(Howard) Hughes never learned how to convert his knowledge to practical application. Instead he sought a perfection that assured failure."- From Empire: The Life, Legend and Madness of Howard Hughesby Donald L. Bartlett & James B. Steel How many times have you heard someone (it may have been you) proclaim or complain that he/she is a perfectionist? You may have noticed that going for perfection is a fool's game. You simply cannot win when you set perfection as your standard. There may be rare and unusual situations where perfection is assumed to be an appropriate standard....
 

Accepting Responsibility for Your Sales Success

 
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them. My work of helping companies develop more effective sales organizations always involves making changes in the company. And sooner or later, that means that some of the employees must make significant changes in the ways that they think about, and do, their jobs....
 

The Benefits of Catalog Sales For Your Business

 
Things to watch out for when selling your product in catalogs. Giving away the farm. Many catalogs will ask for a multitude of discounts and concessions before they even place one order. You give them a set price for your product. But they insist on a lower price. They expect you to pay freight. They want an "advertising allowance." They ask for a volume discount, a catalog allowance, and a photography fee. The requests for concessions go on and on. But beware of this game. If a catalog truly likes your product, they will usually pick it up without requiring a ton of concessions....
 

Beyond the Golden Rule

 
There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale. However if we realize that we are always selling ourselves to others for cooperation and mutual benefit, it goes a long way to greater understanding and connection. Dr. Tony Alessandra, noted that we need to takethe golden rule of "Do on to others as you would like to be done onto....
 

How to Sell Strategically

 
If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales? The starting point for strategic selling is figuring out a) which customers produce the bulk of your sales, and b) what they are buying. Armed with this information, you can strategically plan how to increase sales. Critical Data Elements If you want to sell strategically, you need to have access to specific data elements....
 

The Spirit Of Change

 
A Highly Conscious Approach To Business Management. For more on this topic please link to Innerwealth Web Site For many years I have worked with people who are keen to work effectively as possible. The most successful people I have encountered in this time are moved by an expansive vision. They are fascinated by life and driven to experience it fully. They respond well to change although they do not necessarily like it. They think clearly when information is uncertain and structures of belief are impaired....
 

Investing in Your Sales Team

 
While there's no easy answer to this question, there are a few basic points, known as the Training Discrepancy Model, which illustrate key areas that must be targeted for your company's training investment to be 100% effective. 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....
 

Drop Discounts and Earn Top Dollar

 
Every dollar you discount is a dollar of pure profit you're giving away. Therefore, your efforts to remove discounts will be richly rewarded. When buyers see list price, they expect discounts to follow. By changing the way you address the relationship between pricing and discounts, you can stop giving away heavy discounts and escape the commodity pricing pressures in your business. Here are 4 simple techniques that you can use to wring every dollar you deserve out of your next sale. Amplify the Pain First, find and amplify your buyer's pain....
 
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