Monthly archive

The Transformation Of Transparency

A frequent sore spot between sales staff and sales management is caused by management’s desire for higher gross profits, and the sales rep’s wish for the ability to reduce prices to meet the competition. Basically, many employees think that owners are making a fortune, and that they have many perks that others in the company do not enjoy.

You and I know that this is typically not the case. When collections lag, we are often the last to get paid. The past few years, this has been the case far too often for many in our industry.

Where Is The Goal Line?

Too often managers overseeing projects, goals and key initiatives make the mistake of just setting a final deadline. To ensure that both momentum and enthusiasm can be maintained throughout a project, it is necessary to establish “tollgates” to monitor progress.

The Home Field Advantage

In sports, we hear the term “home field advantage”. When we are visiting a customer’s home or office to measure and estimate, think of the customer as having the home field advantage.
You will often find a very different person than the one you met initially in your store. They now have their comfortable shoes on and their choice of music playing. If you are good, you will make full benefit of this.

Do Your Job!

You cannot listen to any successful coach motivating his team for long without hearing the phrase “just do your own jobs!” This is a deceptively simple statement that can have nearly universal impact and benefits. In sports, what the coach is saying is simply that when everyone on the team does what is expected of them, the play called will likely work as designed. However, it only takes one player missing his assignment to create failure for all concerned.

The Lowest Common Denominator

I am a big believer in reducing costs and quotations to the lowest common denominator possible. I read a great example recently. Please allow me to share.

Post recession, Hard Rock Café had a corporate goal of adding $150 million to its bottom line. Most would agree that this is a number beyond our comprehension. The average worker would surely have the thought “I’m just a waiter here…what does that have to do with me?” The answer is obviously…everything! You control the sale. How else can the company grow?

Ring The Victory Bell!

One thing that I’ve learned over time is that it’s important to take a minute and celebrate a win before you move on to the next item on your to-do list.

I was reminded of this point recently when reading an article on NASCAR’s Hendricks Racing Team. For those who may not know, this is a four team operation with over 400 employees. They have a regularly scheduled meeting each Tuesday with all involved present.

Blah, Blah, Blah!

We have all heard that we need to make a connection with those who we have just met and to whom we would eventually like to sell something. My experience is that only a small minority of sales people have learned this important technique. I don’t think that it is a coincidence that these few also cash the biggest paychecks at the end of the month!

Dancing With A Gorilla

“When you get tied up with any big company, it has the tendency to change your perspective. Getting involved with Ford was kind of’ like asking a big gorilla to dance. You start off leading, but before very long you’re being swung all over the floor, and pretty soon you lose sight of the fact that all you wanted to do in the first place was dance.”
Carroll Shelby, automotive icon

Nobody Is Too Busy To Learn

This week’s reminder is for all the managers in our member firms. Whether your title includes the terms: general, sales, service, installation or office; please hear me out.
If you are not growing as a person and a leader, how can you expect those who report to you to do otherwise? It’s very likely those under your charge are following your lead.

You may ask staff members to use online training, participate in webinars or attend seminars. Do you participate as well? Or are you too busy for that? What message is this sending to your troops?

It Is Ok To Be A Little Weird!

I’d like to suggest a challenge for each of our members this week. It is to identify one thing about your company that makes it distinctly different from others in your marketplace.

This exercise can be done individually or as a group. Or it may possibly be the topic of a contest within your staff members. Most of all, it should be fun!