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Hub You - 5 Keys to Building a Dynamic Self-Management Sales System
Certainly, we’ve all observed the scene unfold: A salesperson behaving in a fashion that indicates he or she desperately wants to lose their customer. You know, that behavior that reminds you of a hungry bear stalking spawning salmon. Unfortunately, every one of us has experienced this wonderful feeling of disrespect. Having performed at many levels in the sales process, I have no idea why sales people act this way, but the fact is they do.Throughout the years, I have had the opportunity to deliver my “Selling Skills” workshops to thousands of sa
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you on a train or in an elevator, would you be prepared to t
Product Marketing Mix: PLC Your Marketing plan has to be built around your product. But before distribution can begin, market research needs to be performed. Analysing the Market place and researching what competitors are doing will bring perspective to your Marketing strategy and vision. It will also provide key indicators on pricing and potential. Something to consider is your product's life cycle which is important in determining when the market will reject your product.Once a product is launched into the market, a stable growth in sal
If I asked you to list all the essential competencies that YOU are in control of - the ones that are absolutely critical for you to be successful in your sales position…could you do it?
For example…
Essential Competency or not?
" Converting conversations to appointments? (yes it is)
" What about filling out paperwork? No! (That's a related task)
" What about closing ratio? (Sure it is.)
" Degree of success in turning a first appointment into an opportunity? (absolutely)
Get the picture?
Now, if you truly want to adopt a self-management system that will work FOR you - not against you, you first have to "access" what is an essential competency and what's merely a related competency.
To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: "Sales Cycle" and "Average Revenue" per sale are two.)
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you on a train or in an elevator, would you be prepared to te
Starved again—I still can’t shed that pesky hunger habit—I walked into a restaurant with great food, slightly stiff prices, and weird service.Sometimes I’m hungry enough to put up with weirdness, but yesterday, was another matter. The sheer absurdity of the joint got to me.Here’s the scene. It’s 4:45 on a Friday afternoon, and I haven’t eaten a thing all day. Nothing would be better than a nice piece of prime rib, a tangy thousand isle dressing, hot bread, garlic mashed potatoes, and a glass or two of St. Francis cabernet.Hey, it’s
For example…
Essential Competency or not?
" Converting conversations to appointments? (yes it is)
" What about filling out paperwork? No! (That's a related task)
" What about closing ratio? (Sure it is.)
" Degree of success in turning a first appointment into an opportunity? (absolutely)
Get the picture?
Now, if you truly want to adopt a self-management system that will work FOR you - not against you, you first have to "access" what is an essential competency and what's merely a related competency.
To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: "Sales Cycle" and "Average Revenue" per sale are two.)
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you on a train or in an elevator, would you be prepared to t
Customers. Clients. Patrons. These people are important to all kinds of businesses, but particularly businesses that are small. Without the investors or securities of some of the larger corporations, small businesses often rely solely on those whom they serve. This causes competition, as many small businesses find themselves fighting on separate sides in the crusade for the customer. With so many businesses offering similar services, there is little to distinguish one from the other.However, one thing that does offer distinction is the level of c
" Degree of success in turning a first appointment into an opportunity? (absolutely)
Get the picture?
Now, if you truly want to adopt a self-management system that will work FOR you - not against you, you first have to "access" what is an essential competency and what's merely a related competency.
To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: "Sales Cycle" and "Average Revenue" per sale are two.)
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you on a train or in an elevator, would you be prepared to t
What personal attributes makes a successful entrepreneur?Self-disciplined and self-motivated: You need personal drive and a belief in your own potential to be a business success. When you first set up your own business you will need to put in the hours and hard work in order to get established. You need to be confident as you are going to be dependant on your own ability. You will have to be capable of marketing your business and yourself. Remember that every customer is a potential advertiser.Decisive and
To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: "Sales Cycle" and "Average Revenue" per sale are two.)
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you on a train or in an elevator, would you be prepared to t
As much as billers don't want to think about it, software for medical billing is not perfect. There are going to be problems, sometimes lots of them. In the next series of articles, which will cover a number of critical areas of the DME software system, we will go over the most common problems that you will run into when operating your DME medical billing system. In this particular installment, we're going to just give a brief overview of the areas that will be covered in more detail.The first part of the system where you are going to run into
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you on a train or in an elevator, would you be prepared to tell me what you do (and how it benefits me or those I know) - in under 1 minute…
That's called your 30-second commercial. Most people don't have one, yet everybody needs one.
One way to understand more of the obvious benefits your products and services bring to the table is to start to view and diagnose your business more scientifically. You will also see how the numbers work and which areas are most important to your short and long-term success.
Ask yourself…What happens if your closing ratio reduces by 30% and your average revenue per sale increases by $2500? How does that affect your desired results?
Write your competency measurements and sales metrics on a sheet of paper. Calculate ratios in line with competencies and average numbers in line with your sales metrics. Assign your revenue object or quota. Play with the numbers and ratios to see how they are inter-related and how they affect
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