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Hub You - Superior Sales Management Coaching The Successful Blending of Process and Content
Today’s retail marketplace has become an aggressive playing field. The internet provides consumers with a new medium for purchasing a world of products and services, and retailers with a new frontier to engage and retain customers. This competitive marketplace has allowed consumers to sit back and watch retailers slug it out until one brand remains standing. If most retailers deliver on what they promise, what are the attributes that make us partial to a brand? The winning brands sweat the small stuff.Coffee Anyone? Coffee has been around for centuries. Dunkin’ Donuts got its start in 1950 and began selling “America’s Best Coffee.” I sat in a Dunkin’ Donuts twenty years ago and read the Sunday paper. How did they fall behind Starbucks? Starbucks put their brand on the world map by creating a process and culture caffeine hounds couldn’t resist. How? Starbucks sweats the small stuff.Starbucks shifted the retail mission from coffee transaction, to coffee relationship. Baristas aren’t happy to make you a cup of coffee; they are delighted to present you with one of their creations. Their employees report they can recall many first names of morning regulars and how they prefer their coffee. They handle the rush of customers with the flair of New York City bartenders. This kind of employee performance can make you believe you can taste the difference in their coffee.The genius of this retailer began with empathizing with coffee drinkers. What else would customers appreciate with the
WHAT SHOULD MY RESUME IDEALLY LOOK LIKE, FOR A JOB IN CANADA?A question that I am asked very frequently by New Immigrants, when I meet them for an Interview. I do advise them on this issue; however the following components need to be addressed. This MUST be done before one starts applying for employment in Canada.Generally a resume MUST HAVE the following: CONTACT DETAILS: This includes the name of the applicant, address, phone numbers and email address. Please drop the PHOTOGRAPH, as it is definitely not required. Furthermore, there is no need at all to mention your Age, Marital Status and your Residency, Country of Origin and religion. There are laws governing these issues in Canada and hence they may not be the basis, on which any individual may be discriminated against in terms of employment.Clarity of an Objective at the beginning of a resume can certainly help in inducing the Reader to continue reading. Eg –Looking for an opportunity in the area of Financial Analysis and Planning, within an Organization that is value driven and customer oriented ORLooking for a Supervisory position in Sales, within the Consumer Packaged Goods Industry. Here is an executive summary of the individuals experience and skills. Eg – Controllership experience of over 10 years in ManufacturingDesignated Accounting and Finance professional Excellent leadership and interpersonal skills Managed large groups of staff ranging from 5 – 15 Have been exposed to Public Company Reporting for over 5 yea
Long before coaching became a recognized niche of and by itself, there was a long-standing belief in many sales organizations that coaching of employees was a fundamental management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you read and every sales manager who had several years of experience would verify that coaching was a fundamental cog on the sales manager success wheel. But what has happened since?
Days of Yore
In the early years of my sales career it was a mandate from upper management to managers throughout their respective organizations to learn coaching skills and employ them regularly. It was a requirement that they share the wealth of experience and knowledge gained with those throughout their respective teams. In many cases, the ability to be an effective coach was an item in their own evaluation and used as a determining factor in promotion. As a by-product incredible loyalty to sales managers became a hallmark of sales teams where the managers themselves took an active and participative role in sales team skill set development.
The issue today, as I see it, is many sales managers who are baby boomers, Gen X and Y have not been exposed to the skills of coaching. The result oftentimes is a group or an entire sales organization functioning at less than peak performance. Additionally, sales people are left unclear how their performance is being evaluated. Little wonder sales force turnover is a reality among sales organizations.
One of the benchmarks in stabilizing a sales organization is for the sales managers to employ a set of coaching skills of their own. The problem of course is where can they get such training and coaching. The truth is every successful sales manager has learned the hard way – mostly by trial and error, often at the expense of sales effectiveness and productivity. Today’s sales manager may be of the mentality that all their role requires is to supervise sales team members based on a process. (The fact of the matter is that sales managers
Slips and falls in the workplace costs industries millions of dollars per year in workmen compensation claims and from civil lawsuits from the general public. Slippery floors can be eliminated in the workplace environment.However, wet slippery floors are an everyday occurrence and are sometimes not considered a major health hazard. But slips and falls that are the result from flooring that is unsafe accounts for more than 70% of the reported injuries reported to OSHA.The OSHA requirement for floor safety is clear. "The floor of every workroom shall be maintained in a clean and, so far as possible, a dry condition. Where wet processes are used, drainage shall be maintained, and false floors, platforms, mats or other dry standing places should be provided where practicable." [29 CFR 1910.22(a)(2)]Certain industries are at greater risk than others. Those industries that require large volumes of liquid products for manufacturing are prone to have leaks from equipment and from the production of goods.Liquids leak and drip and over spray from production equipment lands on the floors and walkways. Employees use these areas but in some retail areas customers are also at risk for a slip and fall accident.1) Use Absorbent universal socks are the best choice for industrial applications. The general purpose absorbent socks absorb both oil and water base liquids and drips. The socks can be molded around leaky equipment, machinery and drums to stop spill before these spills reach walkways a
Days of Yore
In the early years of my sales career it was a mandate from upper management to managers throughout their respective organizations to learn coaching skills and employ them regularly. It was a requirement that they share the wealth of experience and knowledge gained with those throughout their respective teams. In many cases, the ability to be an effective coach was an item in their own evaluation and used as a determining factor in promotion. As a by-product incredible loyalty to sales managers became a hallmark of sales teams where the managers themselves took an active and participative role in sales team skill set development.
The issue today, as I see it, is many sales managers who are baby boomers, Gen X and Y have not been exposed to the skills of coaching. The result oftentimes is a group or an entire sales organization functioning at less than peak performance. Additionally, sales people are left unclear how their performance is being evaluated. Little wonder sales force turnover is a reality among sales organizations.
One of the benchmarks in stabilizing a sales organization is for the sales managers to employ a set of coaching skills of their own. The problem of course is where can they get such training and coaching. The truth is every successful sales manager has learned the hard way – mostly by trial and error, often at the expense of sales effectiveness and productivity. Today’s sales manager may be of the mentality that all their role requires is to supervise sales team members based on a process. (The fact of the matter is that sales managers
The short answer is, “Yes!”The longer answer is, “Yes, and here’s why.”Have you ever had the unfortunate experience of working where management does not fully realize or understand the value of investing the extra time and effort required for quality improvement? Such an experience is certainly not uncommon. You really know the value of upper management support if you are in a corporate climate that doesn’t support process improvement from the top on down.Upper management support for Six Sigma is critical in two areas. First, the power and scope of Six Sigma demands a significant commitment from the organization. This requires support from management to transcend departmental barriers. Second, any type of change in an organization will meet some resistance, either intentional or just by virtue of inertia. When upper management is behind that change, resistance can be countered and overcome.You can't take on Six Sigma with a lackadaisical attitude. You can't implement it piecemeal. Six Sigma is not for dilettantes. If you’re in, you’re in deep, and you’re in for the long haul. Of course, for real and lasting process improvement, that is how it should be. Without a 100% management commitment to the Six Sigma program, Six Sigma turns into just another "management program."There will always be resistance to changes brought into an organization, and change requires continuous support, encouragement, and monitoring from top management to overcome that resistance. There are plenty of way
The issue today, as I see it, is many sales managers who are baby boomers, Gen X and Y have not been exposed to the skills of coaching. The result oftentimes is a group or an entire sales organization functioning at less than peak performance. Additionally, sales people are left unclear how their performance is being evaluated. Little wonder sales force turnover is a reality among sales organizations.
One of the benchmarks in stabilizing a sales organization is for the sales managers to employ a set of coaching skills of their own. The problem of course is where can they get such training and coaching. The truth is every successful sales manager has learned the hard way – mostly by trial and error, often at the expense of sales effectiveness and productivity. Today’s sales manager may be of the mentality that all their role requires is to supervise sales team members based on a process. (The fact of the matter is that sales managers
Paralegals are assistants specially trained to handle the day-to-day needs of the lawyers they work for. Whether you are the sole assistant to a top lawyer or part of a team of paralegals in a legal department, your job will include the following tasks:Draft and file documents, Interview clients, Research cases and precedents, Non-legal researchAs a paralegals, you will be able to find work anywhere including private law forms, the district attorney's office, government agencies, major corporations, banks, hospitals, or insurance companies.What training do I need to become a paralegal? Community colleges, online institutions, and vocational schools all offer certificates, associate's degrees and bachelor's degrees. No matter which program you choose, you will be trained specifically for the position of paralegal.Your training as a paralegal will give you the tools to make a lawyers job go more smoothly without the ultimate responsibility of the cases. The list of tasks delegated to paralegals grows daily but their scope of practice is very specifically defined especially regarding presenting cases in court, offering legal advice, and setting legal fees.What will I earn as a paralegal? Education and experience greatly impact your earning potential as a paralegal. Where you live and who employs you also affects your rate of income.Large firms and companies in large cities generally pay more than their smaller, more rural counterparts. Many paralegals, however, are often giv
One of the benchmarks in stabilizing a sales organization is for the sales managers to employ a set of coaching skills of their own. The problem of course is where can they get such training and coaching. The truth is every successful sales manager has learned the hard way – mostly by trial and error, often at the expense of sales effectiveness and productivity. Today’s sales manager may be of the mentality that all their role requires is to supervise sales team members based on a process. (The fact of the matter is that sales managers
The first decision of the marketing manager is whether to use distributors, provided the option of marketing directly also exists. This is called Channel Selection.The manager must balance direct sales to those that can be made through third parties in the development of the marketing plan, thus calculating projected future associates sales.Channel Selection must start by studying the target markets to decide between direct or indirect sales depending on the target market analysis data. we must also take into consideration the distinction between marketing domestically or internationally. International markets served differ widely because of the great variations in the uncontrollable environmental forces.Forces known as controllable may also vary: distribution channels used locally not available.Through the net, businesses become to opertate worlwide easily penetrating foreign markets and increase profit and sales. This globalization requieres standardize marketing strategies.Plan and control a variety of marketing strategies and then coordinate those into a single marketing program. Try to standardize strategies in order to reduce implementation cost.When selecting Channels of Distribution, management must take into account the characteristics of the market, the product, the company, the legal requirements and the intermediaries available. These are the factors that influence on the Channels of Distribution.A small product or service sold in small amounts per transa
In my experience, the most significant difference in coaching a sales manager for personal improvement and enhanced performance is a combination of process and content coaching. Let me explain the difference between process and content from a sales managers point of view.
Process Defined
Webster defines process as the series of actions, operations, or motions involved in the accomplishment of an end. In the case of sales management, coaching a sales manager effectively must have a clearly identified starting point, which is a sales plan. A superb sales management coach knows this well in advance of any engagement because it offers a template from which to function during coaching sessions. Within the plan are the goals, objectives and activities of the sales team the sales manager will supervise. In other words, a clearly defined set of actions, operations and motions will guide the sales manager so that the goals themselves can be achieved. Without a sales plan or template of expectations, each will find it difficult to measure accomplishment because the “what to do” has not been established.
Similarly, a sales manager needs to have a process with their sales team members based on the individual business plans. If a mutually agreed upon business plan is generated by a sales person, then completion
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