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Hub You - Does Your Sales Training Program Address Your Sales Performance Issues? Part 2
What’s the connection between these two? How can you evaluate an e-commerce business by methods of/ using mystery shopping? Well, the answer can approach a few ways. First, think what are the junctions where you need to evaluate your people?In e-commerce it can be:1. Getting the incoming calls and close the deal (telemarketing)2. Customer service – dealing with issues brought by client via phone3. “Up - sale” skills- maintaining the client and offering your clientele a data basewith more products and servicesIn any of these 3 options, you, as the business manager, would like to have an objective evaluation and to have another “eye” to look at the performance of your worker.How does it work? Starting a secret shopping process brings along, in fact, the checking of some critical questions, such as: should I tell my employees that I’m checking them? Is it fair to do it without training the workers? Am I looking to fail them or to motivate them to have better results? What is the best way to announce the results - one on
• Time spent versus Result achieved
Next we, listed (4) steps to find out if you have any sales performa
Too often I hear experienced businesswomen putting forward the idea that the best quality women bring to business is our nurturing ability, and it makes my blood boil. Worse still is when this ‘pearl’ has the usual ‘be assertive not aggressive’ rule tagged onto it. Does anyone really believe that the individuals advocating this blah got to the top by cuddling competitors, playing coochie-coo with a disgruntled colleague or by soothing a grazed ego with an Elastoplast and a kiss?More likely is that the job of nurturing is so familiar to females that whether at home or in business, women accept it as their lot. But nurturing is a quality that both men and women are equally capable of; it’s just that this attribute has been assigned a female face for so long that it has become habitual for women, not for men. In itself nurturing is a splendidly generous act but it is behaviour more suited to being a spouse or a parent rather than being a forceful influence in the boardroom.Now this is not to say that by dispensing with ideas about nurturing, every woman risks becoming a hard-nosed ball-breaker. Although this is what bot
• % of Sales reps to Quota
• Average New-hire Ramp-to-Quota in months
• Sales Employee Turnover rate
• Time spent versus Result achieved
Next we, listed (4) steps to find out if you have any sales performan
Ever wondered why people trade down for a job when they are already settled in a high-profile job that pays them quite well? Many people trade down for a variety of reasons that include long-term career opportunities, change in lifestyle, job security, less stress, family reasons and so on.Choosing to take a new job that pays less but offers advancement possibilities and a chance to learn new skills can be a tough call. However, some people view losing a bit of compensation a small price to pay when taking into consideration long-term career and lifestyle benefits.When looking at a new job opportunity, always consider the complete compensation picture – not just the salary. Instead, look at the new job’s smaller salary package in light of the new role that it offers and other such benefits such as vacation, paid time off and other lifestyle-enhancing advantages. Here are some of the reasons that people may trade down for a job:• Long Term Career Opportunities – In many cases, the long-term career opportunities in a new position might be better than your current one. If the new company is providing you with
• % of Sales reps to Quota
• Average New-hire Ramp-to-Quota in months
• Sales Employee Turnover rate
• Time spent versus Result achieved
Next we, listed (4) steps to find out if you have any sales performa
In history, envelopes have been used and proved to be a good packaging medium. They are effective and widely being used for carrying letters, with variation on sizes and shapes. Within your first impression of envelopes, they surely are only being used for its purpose, a pack, protection for mails. Of course, you can always enhance your message to a recipient whether it’s only a business reply envelope, corporate envelope, direct mail envelope, billing envelope, there are endless ways to customize an envelope and envelope printing can enhance its packaging.Envelopes have different sizes and formats. There are pocket envelops and a banker envelopes, the size varies depending on the size of the document inside. Along with quality material, envelops are widely used for handling documents whilst being sent or kept.In helping your business niche, envelopes carry the name of your company or simply have fancy prints to make them look pleasing to any recipient. Here are some of the benefits you can get when having a customized print on your envelopes.With those window envelopes, having a custom print can always expose ex
• % of Sales reps to Quota
• Average New-hire Ramp-to-Quota in months
• Sales Employee Turnover rate
• Time spent versus Result achieved
Next we, listed (4) steps to find out if you have any sales performa
Do you practice strategic thinking in your marketing efforts? Do you develop client-retention strategies, in addition to strategies to gain new clients? If you answered NO to these questions, you may want to rethink the way you are doing your marketing. My experience indicates that a strategic approach to client retention is underutilized and therefore a great deal of energy, time, talent and money is being wasted in marketing efforts seeking new clients and ignoring or giving “second rate” efforts to retaining existing clients.Let me share an example of the dramatic effects of a small improvement in client-retention. If you increase your customer base by 20 percent and retain 85 percent of your customers, your net customer gain is 5 percent. However, if you institute a customer-retention program the next year and your customer base increases by the same 20 percent but you increase your retention rate to 90 percent, you now have a 10 percent net increase in customers, which is twice the size of the previous year's growth.Do you practice strategic thinking in your marketing efforts? Do you develop client-retention st
• % of Sales reps to Quota
• Average New-hire Ramp-to-Quota in months
• Sales Employee Turnover rate
• Time spent versus Result achieved
Next we, listed (4) steps to find out if you have any sales performa
Who are your customers? It is a question I often ask new clients. Can you categorize each of your customers into one of the following categories?Most Valuable Customers (MVC)MVCs are customers who generally give you most of their business now. “You want to retain their business, reward them for their loyalty, and make certain they receive the highest level of service. Train your people to recognize them, understand their value to the company, and anticipate their needs.”Most Growable Customers (MGC)These are the people that do business with you from time to time and are the most likely to become MVCs. They are more difficult to recognize but have huge potential for growth. With some targeted effort you can convert them into MVCs.Below Zero Customers (BZ)This group of customers you know well. They demand the most attention and product the least amount of profits. Some only come in when you have a large sale and then go to the sale table. Develop strategies to recognize them and automate your interactions with them. Free up your time for your MVCs.Internal Customer
• Time spent versus Result achieved
Next we, listed (4) steps to find out if you have any sales performance issues in each individual sales performance silo and if so to what degree. They were:
Step 1: ‘Run the Numbers’ for any realistic ROI opportunity
Step 2: ‘Run the Numbers’ hypothetically for a ‘Specific’ improvement
Step 3: ‘Run the Numbers’ for a ‘Reality Check’
Step 4: Set the Goal and ‘Train to It’
In our first example, we looked at a sales organization’s performance silo of ‘New-hire Ramp-to-Quota and determined (1) a sal
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