Sales Laundry - Latest Comments

Re: Sales Case Study: What Would You Do?

Sunrise — Mon, 04 Jul 2011 02:23:12 -0000

Laundry
Equipments Suppliers
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Re: 5 Reasons Sales Managers Fail & 5 Ways to Fix It

Conner Walsh — Mon, 02 May 2011 17:24:29 -0000

Many times sales managers fail to understand the importance of non-cash incentives.

-Conner
http://www.oneclickcommissions...

Re: Sales Compensation Without Quantification can Lead to Devastation

Michael — Tue, 05 Apr 2011 20:23:46 -0000

There is a difference between negotiating a strong package and simply being deceitful. Employers will match up your proposed(expected) ability with how you actually perform. So long as you don't stray from that, you shouldn't have to worry.

Thanks for the article Val, this hits home with a lot of people in the workplace.

Also, check out http://www.oneclickcommissions... for a sales commission tool.

Re: Q&A: Answering Prospecting Questions in the Business Machine Business

Copier Repair — Tue, 15 Feb 2011 10:34:16 -0000

Thanks for information, I'll always keep updated here!

Re: Lessons Learned from an ERP Implementation that went Sideways

David George — Mon, 07 Feb 2011 10:07:57 -0000

Looking for the right kind of software is really a crucial thing! taking risks on a software that could affect the whole company when it fails.For me, the software alone should not be responsible in the companies daily routine. It should have a checker person in it. Before purchasing or downloading a software, we should investigate on it. Read some reviews, blogs, or anything that proves that the company would not regret in in the end. :)

David George,
http://www.softwareshortlist.c...

Re: Sales Case Study: What Would You Do?

Hypnosis gold coast — Mon, 07 Feb 2011 07:28:16 -0000

That would include Johnson's zip code (30310). According to data Morris compiled through open records requests, the county used nothing but credit-bid sales ...

Re: 360 Degrees of Sales Prospecting

sales training seminars — Fri, 24 Sep 2010 07:07:35 -0000

Thanks for taking the time to discuss this, I feel strongly about it and love learning more on this topic. If possible, as you gain expertise, would you mind updating your blog with more information? It is extremely helpful for me.

Re: Does Cold Calling Still Work? – A Sales Case Study

Gerard Sullivan — Tue, 04 May 2010 03:47:38 -0000

Good thing all the cold calling I've done to generate telemarketing sales companies have been successful from using this tool through proper training in cold calling.

Re: Does Cold Calling Still Work? – A Sales Case Study

Bruce Green — Thu, 29 Apr 2010 08:00:03 -0000

Cold calling was never a fun thing to do but apparently, telemarketing outsource companies have been successful in using this tool. I think proper training is the key for effective cold calling.

Re: How the Guinness Book Best Sales Representative in the World Used Referrals

Prettygood2 — Fri, 27 Nov 2009 16:43:12 -0000

I am doing car sales referrals. Its very bad at the moment. What's the best approach give me some pointers to be successful.

prettygooddeals@yahoo.com

Re: Q&A: Answers for a Successful Sales Person Struggling to Land Large Accounts

sellgosell — Thu, 15 Oct 2009 10:46:05 -0000

Well said, Mike. May have to edit that post to reflect your gem of wisdom.

Re: Q&A: Answers for a Successful Sales Person Struggling to Land Large Accounts

mikeguggenbickler — Fri, 09 Oct 2009 23:06:12 -0000

The decision makers in SME accounts are also more likely to be the actual users of the product while decision makers in larger accounts are more likely to be farther removed from the actual users of the product being sold. This can drastically change the dynamics of the sales process and the value proposition as well.

Re: Q&A: How Important are Relationships to Selling?

Mike — Sun, 20 Sep 2009 12:15:49 -0000

There is a great deal of truth in the old sales addage that says " all things being equal,people buy from people they know". The real truth is, all things being UNEQUAL, people still would rather buy from someone they know. A strong personal relationship will overpower almost anything in the buying decision. There are many times a salesperson with a better product has been "brother-in-lawed" by a personal relationship with a lesser product.

Re: Q&A: Company Sales Process vs. Personal Selling Style – Finding the Right Balance

salesalchemist — Sun, 20 Sep 2009 01:36:15 -0000

Well thought out comment. Thank you for the input, Greg.

I will agree with you that the process of selecting and hiring a sales person may be lacking, but I still hold fast to the idea that a rigid process can be as much of a burden as a blessing for the sales team, especially where the “variation” you mentioned is lacking.

Example: X Technologies (names changed) runs an inside sales team making outbound calls. Each representative is required to make 85 outbound calls a day to keep a consistent flow of deals from pipeline to PO.

New guy Dave the sales rep, on the job six months, is on the verge of being fired for not meeting the daily requirement of 85 outbound sales calls.

To be fair, when Dave was hired, he agreed to make his 85 calls a day, and signed a document saying there was a “zero tolerance” policy for failing to meet the requirement.

What Dave and everyone else failed to realize was that Dave would be running 115% to quota each of the last four months after his sixty day ramp up but would be taking almost twice as much time on each call to close the deal. As a result he was only making an average of 47 calls per day and found himself 30 days from termination.

The thinking is backwards. The call quota was set to make sure that by following the process, each rep would have the greatest likelihood of success and the company would meet projections. Yet Dave is on the verge of being fired not for being a bad rep, in fact he is in the Top 15%, but for failing to follow a rule his success has precluded him from doing, designed to make sure he is successful.

To be fair, the balance between process and personality vary by industry, by product and even by where a product is in its lifecycle, but the pendulum can swing too far to process or too far to personality.

You are correct in stating that a sales process is likened to a manufacturing process, where the analogy diverges though is that the same 14 step process that ensures a perfect widget will be created every time, does not, in many forms of sales, ensure a perfect closed sale every time, because, unlike the factory worker making the widget, the holes on our prospective customers do not always need to be drilled in the same places by our salesman.

I would like to read your comments and if you would, delve more into how the reward system impacts this question. I would like to explore that thought a little more.

Re: Q&A: Company Sales Process vs. Personal Selling Style – Finding the Right Balance

gregstromberg — Sun, 20 Sep 2009 00:16:53 -0000

A sales process is just like a manufacturing process. One creates a finished good and the other creates a good customer for life. A process must be owned partially by the people who work in it and the worker’s core strengths must be compatible with this process. The process can’t be controlled unless it is measured. The process will have variation and will require problem solving for special causes & common causes. The companies’ culture and driving values of integrity, continuous improvement, shared learning and innovation must also be understood & accepted by the workers. Just like the manufacturing process, if you don’t purchase the best raw materials or hire the right people for the process then you will have misalignments, variation & potential problems. Sales people always use the excuse that the process is too rigid and this causes lost sales. Many times it isn’t the process but the reward system which is not focused on the process or its improvement. This comes back to the sales person whose personality doesn’t fit the company’s values or processes. Just like a manufacturing process must make consistent quality products the sales & marketing process should be creating good customers and maintaining these good customers for life. Many times the root cause is the hiring process, training process and reward system.

Re: Q&A: Questions that make Finding a Great Sales Professional Easier

gregstromberg — Sun, 20 Sep 2009 00:11:28 -0000

Re: Q&A: 8 Sales Strategies to Win Customers From Your Competitors

salesalchemist — Fri, 18 Sep 2009 15:43:59 -0000

Hi Pete,

I read just yesterday you were hosting some sort of event in town related to marketing. Be glad to meet up.

To your point, I agree that traveling on value, credentials and trust are the preferred paths of choice. Sometimes, though, in a moment of indecision, you just have to say "Trust Me" when your experience gives you insight that your customer does not have. You just better be able to deliver if they take that leap of faith with you.

Re: Q&A: 8 Sales Strategies to Win Customers From Your Competitors

Pete Monfre — Wed, 16 Sep 2009 16:11:00 -0000

Great post - I agree with one exception. I don't want to convince anyone. I seek to establish my value and credentials by asking questions. Before I get to that point, I hope I've developed trust. If I have to convince someone of anything, I'm not doing my job.

Hey - I'm in Austin. We should grab coffee

Re: If “Networking” Feels More Like “Notworking,” You Might Try This

salesalchemist — Tue, 01 Sep 2009 12:43:57 -0000

Thank you for the kind words. A forced sales march in the name of revenue right over the top of the potential buyers is never a pretty sight and it is just a downright ugly spectacle at networking events.

You are right in that a stack of business cards does not mean you have a network, it just means you have a really inefficient telephone directory, with better phone numbers and email addresses.

Re: If “Networking” Feels More Like “Notworking,” You Might Try This

Bad Credit Repair Coach — Thu, 27 Aug 2009 23:40:20 -0000

Great article, Val! Most sales managers are under pressure to SELL. Forget relationship selling based on helping people solve problems.

That's theory, not reality (to them at least)

Crazy, isn't it? Nobody wants to be sold to. We know that. Yet, somebody up the food chain in every business who should know better apparently instills urgency to SELL regardless of the time to probe for and solve pain.

Move units. Sell...sell...sell. There's no time for getting to know the customer. Sell and slide...sell and slide.

I hate it.

When I was in corporate, I hated "notworking" events...the meet and greet sessions for unloading biz cards. I had no connection with them, and they had no connection with me.

Re: Sales Case Study: What Would You Do?

salesalchemist — Thu, 27 Aug 2009 08:52:06 -0000

What Really Happened…

A decision was made to spur the growth of the best selling product.

The wholesale sales staff was charged with securing orders for a pending 50% increase in production capacity for the number one selling product. With new orders for their number one product in hand, 25% of the products were cut and moved to special order status only and filled on a one off basis.

The price of the special order only items was adjusted upward to compensate for the increased production costs.

A calculated decision was made to increase the wholesale price of the number one selling product a small amount, which did impact sales to existing customers, but was replaced by sales to new customers, increasing revenues and cash flow and also allowing the business to begin to build some cash reserves.

To address the personnel issues, one of the retail sales associates was moved to the wholesale sales team to support wholesale business growth and three more entry level associates were hired on the retail side, one full time and two part time, allowing for more flexible scheduling.

The company successfully negotiated Net 10 terms and eventually Net 30 terms with their suppliers and was then in a position to offer Net 10 terms to their best customers which helped the wholesale sales team fill the new production capacity.

A year later the business had cash reserves and was back at capacity when the company was bought by an investment group that immediately shut down retail operations and let retail sales team and 40% of their sales go.

The product lineup was cut to one, the best selling product and the wholesale sales team was tasked with filling 100% of production capacity with orders for that one product.

Re: AlchemyEngine Free Sales Consulting Sessions were a Success!

salesalchemist — Wed, 26 Aug 2009 19:45:23 -0000

Thank you for the kind words. Always nice to have a happy customer. I look forward to helping you finish your journey to Point B.

Val

Re: AlchemyEngine Free Sales Consulting Sessions were a Success!

mohara23 — Tue, 25 Aug 2009 17:50:28 -0000

*level

Re: AlchemyEngine Free Sales Consulting Sessions were a Success!

mohara23 — Tue, 25 Aug 2009 17:49:28 -0000

Scotland is some little distance from Texas ~ however, with the technology at our fingers, connecting with and creating real VALue with the guy at the Alchemy Engine ~ what's his name? ~ was a joy. I know that we should give to receive but the help & advice received from Val takes this to a new lever - right on the button. Sometime we are too close to the problem and need another viewpoint, advice, consultancy, contacts, whatever to help reach our goal. I highly recommend you make contact at Alchemy Engine. Thank you Val ~ once the goal is attained, welcome to Scotland!

Best wishes for the ongoing success of all of your clients ~ and therefore yourself.
M
"Not your aptitude but you attitude which determines you altitude"

Re: Sales Case Study: What Would You Do?

rachelbentham — Fri, 21 Aug 2009 10:01:41 -0000

Actually that is a good point...when the employees have no incentive to stay, (e.g. low pay, stressful work environment, selling something no one will buy) you are going to have a very hard time keeping unity. As a first hand witness to this, I think the first priority would be to bring the team together, and brainstorm.

One, call a group meeting and find out what they feel needs to be changed on the wholesale end, their individual specific plans of action. They, next to the customer would know exactly what is and isn't working and everyone feels valued when their input is taken into consideration. When an employee feels valued they are less likely to leave.

Two, speak to each member of the sales team individually, with brutal honesty on both sides. If the company is facing financial difficulty, be brief but truthful, if the employee feels as if their work is all for naught they must identify the problems so solutions can be made. Rumors must be dispelled or else they can possibly leak to the customer with very negative consequences.

Third, set a plan of action and follow it without looking back. Yes, the company stretched itself too far in the past; but looking forwards, they now know what too avoid. The new Director of Sales must not only take his employees advice into consideration, once he has a plan, he cannot stop until it is completed.

Turning sales around takes time, and if they were to keep changing plans before letting the first ones have a chance to work, the company will run itself into the ground. I think employee and customer satisfaction work hand in hand, one usually cannot exist without the other.