How a Master Business Strategist thinks about Sales Management…
According to the American Marketing Association (AMA), Sales Management is defined as “The planning, direction, and control of personal selling… including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to personal sales force.”
Sales management is essential to the attainment of an organization’s revenue goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources.
It takes all kind of smarts to make the world go around.
Here’s an observation from J. B. Smoove…
“There’s book smart, there is street smart, there’s relationship smart, there’s too many different kinds of smarts to know all of them. Everybody doesn’t know every kind of smart. There’s money smart, there’s movie smart, there’s computer smart. There’s just too many different kinds of smarts for people to know all the smarts.”
“Statistics suggest that when customers complain, business owners and managers ought to get excited about it. The complaining customer represents a huge opportunity for more business.” ~ Zig Ziglar Opportunity Simplified… When we wrote the Golden Game of Business we started with the basics. To build a fast-growing, highly successful business requires you to […]
“Our job is to connect to people, to interact with them in a way that leaves them better than we found them, more able to get where they’d like to go.” ~ Seth Godin The Invisible Opportunity Before You… Years ago I read a wonderful book on sales and marketing: Selling the Invisible — A […]
The Winds of Change Always Brings Storms…
I have always loved the above quote from Warren Buffett, the most successful investor in history.
The key word is “chronically”.
All businesses present their own unique challenges.
Some are quick and easy fixes.
Some require time and money.
Some are not worth the trouble keeping alive.
Can you run your business without a long-term strategy?
Can you increase market share without a solid marketing strategy?
Can you make more money without a real financial strategy?
Can you grow and prosper without a strategy for success… all the way out to succession?
Of course not!
Fact: Over 50% of all businesses started 4 years ago are gone.
If you start a business today, odds are that 4 years from now, you will be out of business.
The good news is that if you follow a basic strategy for growth and profits, you can win.
If you have a strong competitive advantage.
“I’m always amazed at how many people assume a business has to lose money before it makes money.” ~ Robert Kiyosaki A Different Way of Looking at Your Burn Rate… There are a number of ways of looking at your business… A business dedicated to making people happy — raving fans actually… While making money […]
According to the dictionary, synergy has a simple definition:
“A synergy is where the whole is greater than the sum of its parts. In other words, when two or more people or organizations combine their efforts, they can accomplish more together than they can separately. They can get more done working together than they can working apart.”
Personally, when I think of synergy I think of strength.
Consider a wall of bricks stacked on top of one another 10 feet high with no mortar.
Push on the center and it will cave in.
The concept of Change Management has been around for years.
Countless books have been written on the subject and an entire industry of management consultants have prospered under the prospect of advising businesses on how to manage change.
The story is always the same…
The only constant is change…
In a changing world, it comes down to the quick and the dead…
Passion in Business is a Big Deal…
Maybe the biggest deal of all.
If you are not good at what you do, you will not succeed.
Equally, if you are good but not truly passionate, you will not succeed.
It is one of those universal laws of business.
If your business does not have a splendid sense of passion, purpose, and mission — the kind of passion that makes you want to get up early and stay up late — you will certainly have problems!
When you have an unstoppable sense of MISSION and PURPOSE, all the other things you must do to run a highly successful business makes sense.
Your Future Depends On Talent…
Finding it. Hiring it. Onboarding it.
Managing it. Leading it.
You must build a fully bonded team with the all-in spirit needed to meet the growing challenges.
Ultimately, your business has but ONE strategy: Build great PEOPLE who will go on to build a great BUSINESS. Anything less is short-sighted, self-limiting and self-defeating.
The Big Misconception…
Most business people equate marketing with selling.
They are totally different business functions.
People buy stuff they want.
People buy stuff they need.
Determining what they need is marketing.
Getting them to move forward and pay for it is selling.
Sales/selling is all about parting people with their money… the LOGICAL progression of doing business with you. Exchanging cash for what you have to offer.
“Innovate or Die…”
You might guess I am pretty old school!
This quote from Peter Drucker, the management guru of all management gurus, says it all.
Kodak invented the digital camera. It didn’t commercialize this invention because it wanted to protect its film business. The Company had what I call the “FDH” syndrome. It was Fat, Dumb, and Happy with its success in film. It looked backward instead of forward.
As Bill Gates is fond of saying, “Success is a lousy teacher. It seduces smart people into thinking they can’t lose.”
To be innovative, you cannot be afraid to obsolete your own products. If you are, others will obsolete them for you. That is what happened to Kodak and many others.
More Sales in 6 Minutes…
The 2018 May TQ survey results have been pouring in and it is obvious that the vast majority — 67% — of our members want MORE money… GREATER income… and strive for a much higher level of BUSINESS success.
Especially with people who are in MLM, Network Selling, Internet Selling, or own a small business with just a few employees.
Having made billions of dollars in sales over my career, I thought I would give you the prescription for more SALES and CASH in 3 simple steps.
The cost is ZERO and the impact PRICELESS.
“Efficiency is doing things right; effectiveness is doing the right things” ~ Peter Drucker Results… Click to receive your FREE custom- produced Stress Test Results In business, the word RESULTS is a very big deal Your business survives on the RESULTS you produce. Your employee’s hopes, dreams, and paychecks are determined by the RESULTS […]
When we go into business for the first time, everything seems so easy.
Put out the sign, wait for customers, offer great products and services… retire rich!
Having built over 20 businesses and counting, I can attest to the fact that being in business has substantial rewards… but real risks and costs… personally and to your family.
Today I want to address a single word: MORE!
The Purpose of Business…
One of the greatest articles ever written on business success was drafted way back in 1960 by Theodore Levitt entitled, Marketing Myopia and makes the case for why businesses of every size either succeed or fail.
I was on my 4th or 5th business by the time I read this article in the Havard Business Review.
I immediately saw the connection between his thoughts and my business.
The big idea is that the reasons FAIL is that they don’t know what business they are in. They lose their focus and simply become irrelevant to the customer.
Dreams & Visions…
Every person who starts a business dreams of success.
Dreams of the day when they find freedom, peace of mind, and high cash flow.
We in business all HOPE things will work out, but realize there are many ups and downs with lots of potholes on the road to success.
Hope & Power…
At some point, we realize HOPE is not enough and that real POWER is needed.