“John has been the key element in the marketing, sales and training programs we have recently implemented. His enthusiasm, energy and talent have been instrumental in the success measured in our recent sales performance and positive feedback.” — Dennis R. LaBandt, Business Development Director, Avnet Computer Marketing Group
Giving a prescription before making a diagnosis is called MALPRACTICE!
There are solutions, strategies and tactics that can be shared across platforms, but every customer is unique and needs their issues addressed accordingly.
It only makes sense. Demographics, product and markets are the tip of differences in business, you can’t cookie cutter your way to business success.
The key is to dig in and understand what is needed customer by customer. The 2 best ways I know of are:
1. Ask questions of every customer facing employee and LISTEN
2. Go into the field with the ‘operators’ and OBSERVE the situations as they occur in real time
“Mediocrity knows nothing higher than itself, but talent instantly recognizes genius.”
Sir Arthur Conan Doyle
Over 80% of all management are NEVER trained in hiring or assessing talent. They are promoted to manager and assumed they simply know how. That is one mother of an assumption.
Larry Bossidy, former Chairman and CEO of Honeywell once said “I am convinced that nothing we do is more important than hiring and developing people. At the end of the day you bet on people not strategies.” I agree with him 100%.
Can you live with those unknowns? If you are wondering why the sales department is continually hovering below quota, you probably already know the reason. When you defend your limitations, people or otherwise, you get to keep them.
CFO asks the CEO, “What happens if we invest in developing our people and then they leave us?” CEO says, “What happens if we don’t and they stay?”
People are your most important asset. Do you have a plan to develop them? Lots of things have changed in business. One thing that hasn’t is the best prepared person usually wins.
There are 3 areas that are critical to Continual Development
The process of changing patterns starts not on your feet but between your ears. We need to get tired of mediocrity and indifference and be positively surprising to our customers and colleagues. Dumbing down or lowering expectations only HURTS and never helps a sales rep grow.
Business skills sets are perishable and will fade if not constantly practiced and reinforced. Establish an environment of LIFE LONG LEARNING, your employees will thank you for it and so will your customers.
Today, almost any product can become commoditized. Anyone can get a price, a stat/fact sheet and make a decision to buy.
Business is all about relationships and technology is a driving force in relationships. Instantaneous communication is today’s norm. It has us asking “What is the strength of my electronic relationship?”
Succeeding in lead generation today means utilizing the latest tech to become world class educators not “me too” advertisers. What’s the next big idea in their industry? What makes their job easier? What makes them a hero to their boss? That’s what they care about and will want to read. You think they want some glossy 3 page brochure or email newsletter… really?
Become a resource to your customers. Someone who provides relevant, digestible information that they come to depend on. Now when you call instead of hearing “Ugh, Hi John” they’ll pick up the phone and want to talk to you.
Matrix Impact will help you: