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Hub You - Kiss the T.O.A.D. for Sales Effectiveness
Questions about your present, or most recent, job can be tricky and if you aren't careful you can ruin your chances by making negative or undiplomatic comments. So make sure you are prepared.In an ideal world, we'd all get on brilliantly with the boss and our colleagues - and we'd love every minute of the job. If this were the case, it's very unlikely we'd ever look for another post. In the real world, the reason you want to leave a job may well be that you don't get on with the boss or your immediate supervisor, or that the routine has become mind-numbingly boring.However terrible your present job, the interview is not the time to discuss it. You must be professional and don’t forget, if you are offered the position, the people interviewing you will be your boss and colleagues and they don't want to work with someone who will complain about them at the first opportunity.What questions might you be asked about your recent work history? How do you get on with your boss? And how about your colleagues? Why do you want to leave? What do you dislike about your job?Let's start with the first two.How do you get on with your boss or your colleagues?Whatever the reality, you must give a positive answer. You could say, for example, that you have a good working relationship and that you have always found
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviousl
I was reading an interesting story on President Bush in Yahoo News (because, of course, I so seldom get away from my PC). There was a picture of the president trying to make a hasty retreat from reporters in Beijing, only to discover that the doors had been locked. Apparently, he hadn't decided on an exit strategy beforehand. His predicament reminded me of a problem that entrepreneurs may often encounter. The lack of a feasible exit strategy.Why would you need an exit strategy for a plan, a partnership or your relationship with a vendor? Because the consequences are TOO high for you not to. It doesn't make you a failure and you are not planning to fail. Instead, you are covering all of your bases in order to protect your interests. How so?Let's say you decide to go into business with a neighbor. The idea seems perfect; she lives right next door and you've always had a great relationship. However, going into business with someone can be very much like a marriage. Living with them full-time just isn't quite the same. What if the partnership just isn't working out like you'd planned? Maybe both of you are unhappy and would like to bow out gracefully, but are both afraid to hurt each other's feelings. Continuing a poorly matched partnership will only damage the business and quite possibly your relationship, as well.There is a fairy tale told about the Princess who kisses a FROG. An ugly FROG. In fact, it was so ugly, most people believe it was really a TOAD. The fairy tale explains that once the Princess kisses the TOAD he turns into a Prince because her kiss breaks the spell of an evil witch.
So, what does kissing the toad have to do with Sales Effectiveness?
Kissing the T.O.A.D. is the cornerstone to improved sales effectiveness because T.O.A.D. stands for:
Territory
Opportunity
Action-planning
Discussion
This is a discussion that must occur monthly and focuses on targeted account growth and territory success.
Management may refer to these meetings as a monthly performance review, but they are not individual performance reviews. They are a review of territory performance based on objective performance metrics only. These meetings must be considered by both management and the territory salesperson as Territory Opportunity Action-planning Discussions because that is exactly what they are.
The T.O.A.D. is the most important component of improved sales effectiveness. Critical performance issues are discussed during the T.O.A.D. It provides the forum for Sales Management and the Territory Manager to discuss, plan, and measure success. These discussions introduce accountability and identify opportunities for improvements with action planning specific to each objective. It is the Sales Manager’s job to not simply participate in this process, but to use these opportunities to coach, counsel, and correct issues regarding performance. If conducted properly, the T.O.A.D. process will become an effective tool in improving both the Sales Manager’s and Territory Manager’s performances.
The only purpose of the monthly T.O.A.D. is to improve territory performance. T.O.A.D. should not include any activities that do not directly support this goal. If the Territory Manager does not find the review helpful, it has not served its purpose.
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviously
Should you sell yourself at work?If you want to move up the corporate ladder and get noticed, yes you should.At the end of the day, we’re all salespeople no matter what job we do and in virtually all aspects of our life. We sell ourselves to potential employers, potential customers, potential significant others and potential friends.Selling yourself simply refers to showing others what you are capable of and promoting your skills and worth to others.In a work context, selling yourself could refer to letting your peers and superiors know about your skills and the reasons why you exist in the company.If you work for a large company where it’s easy to get lost, the importance of some degree of self promotion becomes even more important if you expect to get noticed by higher ups.Do you work with people where you wonder exactly what that person does for the company? What purpose do they serve and would anyone notice if they stopped showing up to work?Learning how to market yourself is the best way to ensure you don’t become one of these people.Here are some suggestions to help you get noticed and to sell yourself at work: Speak up in meetings.Obviously you don’t want to just speak for the sake of speaking but how many times do you attend a meeting where you say nothing an
Territory
Opportunity
Action-planning
Discussion
This is a discussion that must occur monthly and focuses on targeted account growth and territory success.
Management may refer to these meetings as a monthly performance review, but they are not individual performance reviews. They are a review of territory performance based on objective performance metrics only. These meetings must be considered by both management and the territory salesperson as Territory Opportunity Action-planning Discussions because that is exactly what they are.
The T.O.A.D. is the most important component of improved sales effectiveness. Critical performance issues are discussed during the T.O.A.D. It provides the forum for Sales Management and the Territory Manager to discuss, plan, and measure success. These discussions introduce accountability and identify opportunities for improvements with action planning specific to each objective. It is the Sales Manager’s job to not simply participate in this process, but to use these opportunities to coach, counsel, and correct issues regarding performance. If conducted properly, the T.O.A.D. process will become an effective tool in improving both the Sales Manager’s and Territory Manager’s performances.
The only purpose of the monthly T.O.A.D. is to improve territory performance. T.O.A.D. should not include any activities that do not directly support this goal. If the Territory Manager does not find the review helpful, it has not served its purpose.
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviousl
We just can’t live without! But can we live with what we have? With water quality at an all time low – the needs are great for a simple, effective solution for improved drinking water. With a general increase in awareness of health requirements and an immense demand for simple answers – the providers of this solution are set to become the next millionaires.Prick up your ears because ‘The Wellness Revolution’ is here and, by all predictions, is set to become the next trillion dollar industry. You can see it everywhere, emerging as people wake from their state of slumber to regain their health and vitality after years of lethargy.The ‘Baby Boomers’ have set the pace and are demanding a better, healthier, safer way to remain fit and live longer in a world of increased uncertainties and deepening toxicity.We live in what has been described as a ‘toxic soup’ where our bodies are in a constant struggle to maintain health and stability. Chronic degenerative disease is becoming all too common and immune system problems are now the norm. People have had enough and are demanding better. So where do we start and where are the niches that aren’t being filled?As a health consultant and entrepreneur, I have seen many fads and gimmicks come and go. The quick fix, the new diet, the amazing supplement –
The T.O.A.D. is the most important component of improved sales effectiveness. Critical performance issues are discussed during the T.O.A.D. It provides the forum for Sales Management and the Territory Manager to discuss, plan, and measure success. These discussions introduce accountability and identify opportunities for improvements with action planning specific to each objective. It is the Sales Manager’s job to not simply participate in this process, but to use these opportunities to coach, counsel, and correct issues regarding performance. If conducted properly, the T.O.A.D. process will become an effective tool in improving both the Sales Manager’s and Territory Manager’s performances.
The only purpose of the monthly T.O.A.D. is to improve territory performance. T.O.A.D. should not include any activities that do not directly support this goal. If the Territory Manager does not find the review helpful, it has not served its purpose.
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviousl
When starting up a business you will hear over and over that you need to be unique in your marketing. You want to get the consumer's attention. There is a lot of competition out there, so being unique is essential.What you must do is distinguish your product or services from the competition. Some businesses offer products or services that are already unique. Others must find the unique niche in their business. By being unique in your marketing message, you will attract the notice of more soon-to-be customers.Is it worth the effort? Definitely. Being different in your marketing can make your business:memorable, competitive, and special to your target audience.But how different should you be? Can you go too far? Sometimes you can be so unique that you turn off consumers. Or perhaps you miss the target with your marketing. Not all businesses have large ads in the Yellow Pages for the simple reason that they don't get results. So don't be different and take out an ad in the Yellow Pages.Remember, the basics of marketing are tried and true. They provide results. You can be unique in your message and some of your methods. But don't get so far out of the box that you completely miss your target audience.Some businesses are so unique that they have a problem providing a marketing
The only purpose of the monthly T.O.A.D. is to improve territory performance. T.O.A.D. should not include any activities that do not directly support this goal. If the Territory Manager does not find the review helpful, it has not served its purpose.
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviousl
Wildlife can get out of control at times and someone is needed to put it "back in control". Wildlife managers do this every day.From rescuing a squirrel that took a wrong turn down a chimney to a garter snake that made its way under the door, this is normal territory for the Professional Nuisance Wildlife Manager.So many people would love to work with wildlife and struggle to find a job in the governmental sector. They often do not know that there are many private company opportunities that exist in wildlife management.Governmental jobs are hard to come by and the ones who have these jobs keep them for as long as they can. This makes it difficult for a person who just graduated from college or someone who has a real interest in a wildlife career.Our country has grown exponentially. This growth has created wildlife conflicts with homeowners and commercial buildings. This problem will continue to grow with the growth of our nation.A wildlife manager is called upon to resolve many different types of wildlife complaints. A common complaint is removing squirrels from an attic. The squirrel is one of the most prolific animals that produce two litters a year. With this many young, they have to go somewhere and it sometimes is in your home!One the squirrels are inside of a home, damage may occur to the wiring
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviously linked.
How Important is the T.O.A.D.?
All companies are in constant need of aggressive, creative and resourceful salespeople to have their products specified, accepted and used by customers. Without informed and capable field salespeople, no distributorship could hope to compete in the marketplace today.
But how often have any of us stopped to consider the fact that good salespeople, the kind who can help a company really grow, don’t just happen to come along by chance or fate? There is no such thing as a “born salesperson,” because selling ability is much more than an intangible given that a person either has or does not have.
Granted, selling does require certain attributes in a person. He or she should, for example, be basically outgoing in manner and capable of making a genuinely favorable impression almost immediately. Also, the person must be intelligent, able to grasp ideas and details easily, retain them and recall them for use whenever necessary in selling situations. These factors and many others relating to personal and emotional characteristics are contributing elements in the makeup of the successful salesperson.
But are these characteristics all that are required to make a successful territory manager? Obviously they are not. A salesperson must have adequate tools, resources and leadership to maximize his or her effectiveness. That is why you should kiss the T.O.A.D. That is why the T.O.A.D. is so vital. It provides the support and the resources to ensure each salesperson has the opportunity to maximize his or her personal effectiveness.
Have You Kissed The T.O.A.D. Lately?
The monthly T.O.A.D. is the platform for sales effectiveness. It is vital that the T.O.A.D. follows a structured process. This is not because there is a sin
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