Marketing

To put it mildly most companies sales forecasting just isn't delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision. This is a trend that both senior management and sales management is aware of. And with the visibility now at executive level, sales is creating a demand for more accountability. Interviews with MD's and sales directors indicate that companies can no longer stand idly by hoping the sales team delivers as indicated....

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You've heard this before: There were four people named Everybody, Somebody, Anybody and Nobody. There was an important job to be done and Everybody was sure Somebody would do it. Anybody could have done it. Nobody did it. Somebody got angry because it was Everybody's job. Everybody thought that Somebody would do it. But Nobody asked Anybody. It ended up that the job was not done, and Everybody blamed Somebody, when actually, Nobody asked Anybody. Question is - What was the Job? At a trade show, the job that Anybody can do, and Everybody thinks Somebody will do, but winds up being that Nobody does it - well, that's the follow-up part....

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Be clear about where you are now. Audit your strengths and areas for development Where do you want to be? What needs to be done to eliminate the gap between your dream and the reality? Prioritize - Look for quick wins, consider those things which will have maximum long term impact. Build solid foundations, think of sustainability! Set challenging but realistic targets. Aim high. Communicate the vision, and keep doing so. Ensure that all stake holders understand and subscribe to the vision. Who do you need to involve?...

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The American Business Journals produces a Book of Lists each year in their many markets, it is wise for pressure washing companies to use this book of lists to find new clientele. The book of lists, lists the top companies in size in all industry sectors. Since pressure washing companies clean almost anything, it behooves them to use the book to selectively target the top companies to do business with. A combination of phone and fax selling works best to secure personal appointments. Below is a rough idea of how our company uses the book of lists for new sales....

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Leadership, like class, is hard to define, but easy to spot. Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization." Managers get results by establishing goals and working with and through people to achieve those goals. As a manager, your success depends on your ability to: ? Find and attract career-oriented men and women who have the knowledge, skills and attitudes to do the job, who are motivated to work, and who will cooperate with you and each other, and;...

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Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear. Here's what we hear: "We can't give up control of sales, that's too risky." Or "Our products can't be sold by anyone but us, they are too complicated for anyone else to understand." Many small companies outsource accounting and legal work, but still find using contracted sales professionals universally out of the question....

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Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it. And it's not a job for the faint-hearted. Selling is a communication-rich activity, with lots of verbal and non-verbal clues to simultaneously recognise, understand and respond to....

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The temptation to use straight (100%) commission plans never goes away: "Let's put our salespeople on 100 percent commission. Then, if they don't perform, we're not out any money." For small, start-up organizations, the lure is irresistible, especially when money is tight and the company or the products they sell have no track record in the market. For someone new to sales, finding a straight commission position may be a way to establish themselves as a salesperson. For a proven, effective salesperson, 100 percent commission may be the road to making loads of money by making lots of sales for their company....

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Are your people consistently following your procedures? Each year, organizations lose thousands of dollars through common mistakes and lapses in usability. But what does that mean for business owners and executives? Ask yourself: Are your required actions described thoroughly and accurately, or are the details left open to interpretation? Is your content consistent and complete, or are your writers leaving gaps no one has noticed? Are revisions controlled, or are different people using different versions?...

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