03.27.14
Posted in Setting New Records at 4:40 am by Administrator
Whether you are watching an Olympic event or a local sports competition, it is interesting to me that often as the races or events progress, the times become faster and the jumps higher and longer.
I’m sure there is some sports psychology behind it but the human body and mind is amazing as it competes to win a prize. The body is pushed to perform at a higher level to accomplish a goal. Much like when the four minute mile barrier was broken, future times became faster once runners knew what was possible.
As we build sales and operation teams, it is important to remember that the higher caliber the team players are, it generally raises the overall performance of the team. If we look at our sales goals as a competitive event, we can then begin to assemble a team that plays off of the strengths of one another and improves the overall growth of our company. This is not the easiest path to follow because it takes planning and continued coaching but the benefits can be invaluable.
Here’s to setting new records!
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02.25.14
Posted in Are You an A at 12:00 pm by Administrator
Hungry and tired after driving my daughter back to the university, we both agreed on genuine Southern California Mexican food for dinner. You know that little hole in the wall close to the campus that is supposed to be the greatest? We pulled into the parking lot and posted on the front door was the health department’s letter grade …a big fat “B” and that wasn’t for burrito. Rumor has it that an “A” grade is fairly easy to get. We looked at each other and agreed, “Let’s go down the street and find an “A”.
What would your customers see if they pulled up in front of your business and there was a letter grade placed on your front door? Would it A, B or C?
Whether or not we like it, our customers consciously or subconsciously grade our businesses and our employees. When they make a phone call or a request, they are grading our response time, did we provide correct and relevant information, and do we act like we want their business.
All of us like to receive an “A” grade in our business and personal lives. It takes dedication and work to maintain a high level of service and a good reputation. I encourage you to remember these basics and always strive for excellence.
Regards,
Brian
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01.28.14
Posted in Uncategorized at 2:25 am by Administrator
A customer calls looking for a certain product. You suggest a particular item that you think will meet his needs only to have him tell you, “Your company recently discontinued that product,” which is news to you. My company did what?
This happened to a friend of mine who is in the distribution business. Needless to say, he was slightly embarrassed that a customer had information that should have been communicated to the field but wasn’t.
Large and small companies struggle with effective communication. Whether it is a discontinued or new product, policy changes, or basic information, making sure everyone is aware is critical to the growth and health of a company.
So what are some ideas to communicate more effectively?
•Show it (face to face, webinar), Tell it (voicemail/conference call), Send it (email it)
•Standardize how all communication is handled in your organization. For example, when a new product is introduced, memos, sample distribution, information should be shared the same way every time.
•Limit the number of emails/memos regarding a particular subject. In this day of pressing the send button, emails about one subject fly by the 10’s and 100’s on a subject. Personally, it is difficult to make sure every email is read. Especially, if you are looking to see if you were cc’d or was it directly sent to you. Do you need to answer or was this just informational? Many times these emails could be minimized if there was better planning from the beginning. In other words, discuss with a few key people to make sure you are addressing all questions that may arise before sending it out to the company.
Have a successful 2014!
Brian
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11.26.13
Posted in Dual Dueling Distributors at 3:50 pm by Administrator
Two distributors, representing the same products and manufacturer, dueling for the same customer but with two different approaches…
A flooring retailer was interested in carrying a product line but there were certain concessions they needed as far as terms and rebates. Distributor A, a large distributor, had so much bureaucracy that after 6 weeks the retailer still does not have an answer. Distributor B, a smaller distributor, responded and had samples, terms and rebates to the retailer in less than two weeks. Distributor B won the business.
Dual distribution is challenging and often times distributors think that winning or losing business is due to price. In the example above, product pricing was never the discussion. It was service, response time and the willingness to negotiate for long-term business. As companies grow and add layers of management, it is important to continue to be able to respond quickly to requests from the field by first allowing sales representatives flexibility to make some decisions and then if it is an upper management decision, the field needs to have confidence that they will have an answer in a few days.
Wishing you and your family a Blessed Thanksgiving!
Regards,
Brian
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10.25.13
Posted in There is Still a Chance at 1:46 am by Administrator
When should you stop pursuing a sales lead? I have had the pleasure of working with an experienced salesperson over the past few months. He receives similar leads to his co-workers yet he excels at his monthly sales volume. When I’ve asked him what his secret is, his reply is simple. “If they don’t tell me no or to get lost, there is still a chance.” What a great reminder for many in the sales field. Most of us give up after two to three times as we attempt to contact a prospective client. We gripe because someone didn’t call us back or didn’t respond to an email. Being relentless pays off.
Until someone says, no or get lost, there is still a chance.
Regards,
Brian
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09.25.13
Posted in Uncategorized at 1:00 pm by Administrator
While the fans roar with excitement, football teams across the U.S. battle it out. It doesn’t matter whether it is high school, college or professional, they are all fighting to win the championship. As I watch various games, I’ve noticed a couple of things. The players of the most winning teams are focused and spend very little time blaming other team mates, coaches or the opposition. However, a struggling team is often arguing with one another, the coaches and the referees. They sulk on the sideline when things are not going well and close themselves off to the rest of the team.
I’ve seen similar situations in business. Either a person or a department loses sight of the fact that they need a team of people to help them be successful at their job. As they seek to blame others, production and progress falters and it can become a cancer that destroys a healthy work atmosphere.
As coaches of our business team, we need to be in tune with the overall attitudes and focus of our personnel. Communicating a strong vision of where we are going (the championship) can help immensely but also addressing situations directly when people are determined to make themselves an island can keep the company healthy and moving forward.
Have a great game this week!
Brian
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08.28.13
Posted in Uncategorized at 2:32 pm by Administrator
Last week I had the pleasure of listening to a speaker discuss the health of the local San Diego economy. Of course, there were a few San Diego mayor jokes thrown in to start the presentation but now we are moving onward and upward from that sordid tale.
A few observations were interesting to me. As he reflected on the last few years he reminded us of the trip we used to take to the local Blockbuster store and walk up and down the aisles searching for the perfect movie to check out. And then this small start up company began mailing the DVD’s directly to our home and streaming them via the internet. The Blockbuster store on the corner is gone. Young kids do not know the concept of walking the aisles of the video store but Netflix is as well known of a brand as any.
Times change don’t they. Businesses that don’t change are bound to stagnate and possibly disappear.
What changes are you pursuing in your business? Do you encourage innovation with new products and technology? Embracing change can lead to great opportunities.
Regards,
Brian
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07.30.13
Posted in Uncategorized at 12:47 pm by Administrator
As an avid outdoorsman, comfortable hiking boots are a necessity. Every few years I make the trek to the retailer that specializes in all things large and small related to the outdoors. They are knowledgeable, busy and don’t really seem to care whether or not they get the business. I was ready to spend two to three hundred dollars but left because it was a near self-service experience and I had questions and wanted answers.
A smaller retailer that has similar product lines is closer to my house so I went there to seek better service. Their prices and rebate deals aren’t the same as the larger store however their service is more personal. When I arrived, the salesperson began to ask me questions about the type of hiking/backpacking I do and the type of boot I had in mind. She then said, “Let’s measure your feet.” Once she did that she was able to recommend the best size and boot that would work for me. A short time later, I was the proud owner of a pair of the latest, greatest hiking boots.
What a reminder! It is so easy to think that larger companies have it all together but if they are not careful, many lose the personal touch that customers still crave. “Measuring the feet” of your clients means paying special attention to what they need and what makes their business profitable. That extra attention can bring great rewards now and in the future. Go “measure their feet” today!
Regards,
Brian
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06.27.13
Posted in Drive and Earn the Business at 1:23 pm by Administrator
In this age of technology, it is so easy to begin to rely on email and cell phones to communicate and close deals. Recently I was assisting in closing a large flooring contract that was in another state. The client, with whom I have a good relationship, texted me. “Man up, drive here and earn this job.”
You know what…he was right. Time for a road trip.
A busy schedule and technology will never replace a face to face meeting. It is difficult to communicate passion and commitment to serve a customer via email or the telephone. They want to see that you want the business and are willing to work for it.
I hope this reminder will encourage you to get in the car and increase your face to face time with your customers.
Have a Happy 4th!
Regards,
Brian
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05.30.13
Posted in Showing Up at 4:23 am by Administrator
Someone recently told me that after seeing a rep show up on a regular basis they begin to pay attention. Does showing up to an account have to be trained? Unfortunately, this basic component of sales is sometimes missing in the day of a sales rep. Training a sales rep to visit an account regularly may seem ridiculous but the old fashion sales call report does help a manager know if there is activity in the field. It becomes easier to see patterns and drill down to see what they are actually discussing on their sales visits. Managers can also use it as a tool to help a rep be more effective at planning their day and the products they promote at each dealer.
It’s amazing that after all of the books, seminars and methods that the basics remain the same-showing up and bringing something of value to your customer.
Have a great week!
Brian
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