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Add You - The Ostrich Sales Reporting Syndrome
In part 1 of this article, we looked at a variety of skills a Virtual Assistant (VA) can provide for a small business. In part 2 of this article, we look at the organizational and administrative skills that the VA must have to run their own businesses in a way that allows them to provide these services to others.- Organization: Obviously, a VA must be highly organized. There is a degree of administrative ov
The Problem With NO REPORTS
When a salesperson doesn't turn in sales reports or the sales manager doesn't have reports to review, sales are not managed. This speaks to the saying - "You can't manage what you can't measure". Let's face it, if an accountant was running the sales team, they wouldn't stand for some of the shenanigans that go in sales management. Accountants don't guess at what the balances of the books are, they know what it is down to the penny. A sales department
When it comes to personality profiling, the human development industry has countless tests and assessments from which to choose. These instruments may differ greatly on the surface - in the number and names of the archetypes each model advocates and the method through which a person's type is determined. But at their core, they are all attempting to accomplish the same objective: divide humanity into a manageab
Selling is a Process and a Sales Process can be tracked!
One of the biggest reasons a salesperson or sales manager has a problem with sales reports is usually associated with the lack of a sales process or selling system. The second reason sales reports and sales predictability are absent is because of how the information is captured or not captured.
Unfortunately, if you asked most salespeople to draw their companies selling process and list the selling steps, they couldn't do it. The same is true with sales managers. Why is this? If you were to drive from New York to Seattle, you would have a map of how to get there wouldn't you. Why then, doesn't a salesperson have or follow a map from introduction to closing in the sales process. Without a map or sales process to follow, a salesperson won't know where they are or what the next stop is and how to get there.
Sales reports and monitoring of sales activities is fundamental to managing a sales team. One of the traits every newly hired salesperson should have is to be "systems oriented". This simply means they would be willing to learn and follow a selling process. With today's technology, there isn't any reason a salesperson can’t complete sales activity reports. In fact, there are some selling systems that automate the selling process for both the salesperson and the sales manager.
The Problem With NO REPORTS
When a salesperson doesn't turn in sales reports or the sales manager doesn't have reports to review, sales are not managed. This speaks to the saying - "You can't manage what you can't measure". Let's face it, if an accountant was running the sales team, they wouldn't stand for some of the shenanigans that go in sales management. Accountants don't guess at what the balances of the books are, they know what it is down to the penny. A sales department s
A few months ago, arriving at a client’s office to begin a group meeting, I discovered that two women, who had committed to joining us for a series of meetings, had changed their minds. In less than two minutes, I convinced them to join us. Did I use some sort of magic? You bet I did. Would you like to know that magic?Neuro-Linguistic Programing (NLP), a science that studies the language of the mind, breaks
Selling is a Process and a Sales Process can be tracked!
One of the biggest reasons a salesperson or sales manager has a problem with sales reports is usually associated with the lack of a sales process or selling system. The second reason sales reports and sales predictability are absent is because of how the information is captured or not captured.
Unfortunately, if you asked most salespeople to draw their companies selling process and list the selling steps, they couldn't do it. The same is true with sales managers. Why is this? If you were to drive from New York to Seattle, you would have a map of how to get there wouldn't you. Why then, doesn't a salesperson have or follow a map from introduction to closing in the sales process. Without a map or sales process to follow, a salesperson won't know where they are or what the next stop is and how to get there.
Sales reports and monitoring of sales activities is fundamental to managing a sales team. One of the traits every newly hired salesperson should have is to be "systems oriented". This simply means they would be willing to learn and follow a selling process. With today's technology, there isn't any reason a salesperson can’t complete sales activity reports. In fact, there are some selling systems that automate the selling process for both the salesperson and the sales manager.
The Problem With NO REPORTS
When a salesperson doesn't turn in sales reports or the sales manager doesn't have reports to review, sales are not managed. This speaks to the saying - "You can't manage what you can't measure". Let's face it, if an accountant was running the sales team, they wouldn't stand for some of the shenanigans that go in sales management. Accountants don't guess at what the balances of the books are, they know what it is down to the penny. A sales department
One Bad Apple I know what you are thinking but
Unfortunately, if you asked most salespeople to draw their companies selling process and list the selling steps, they couldn't do it. The same is true with sales managers. Why is this? If you were to drive from New York to Seattle, you would have a map of how to get there wouldn't you. Why then, doesn't a salesperson have or follow a map from introduction to closing in the sales process. Without a map or sales process to follow, a salesperson won't know where they are or what the next stop is and how to get there.
Sales reports and monitoring of sales activities is fundamental to managing a sales team. One of the traits every newly hired salesperson should have is to be "systems oriented". This simply means they would be willing to learn and follow a selling process. With today's technology, there isn't any reason a salesperson can’t complete sales activity reports. In fact, there are some selling systems that automate the selling process for both the salesperson and the sales manager.
The Problem With NO REPORTS
When a salesperson doesn't turn in sales reports or the sales manager doesn't have reports to review, sales are not managed. This speaks to the saying - "You can't manage what you can't measure". Let's face it, if an accountant was running the sales team, they wouldn't stand for some of the shenanigans that go in sales management. Accountants don't guess at what the balances of the books are, they know what it is down to the penny. A sales department
The call for organic products is increasing rapidly as consumers become more conscious of the foods they eat, the products they use, and even the clothes they wear. Not only are customers concerned about supporting the right organizations to help the environment, but they are also concerned about harmful pesticides that can harm themselves, their children, and the rest of the planet’s ecosystems. In the recent pas
Sales reports and monitoring of sales activities is fundamental to managing a sales team. One of the traits every newly hired salesperson should have is to be "systems oriented". This simply means they would be willing to learn and follow a selling process. With today's technology, there isn't any reason a salesperson can’t complete sales activity reports. In fact, there are some selling systems that automate the selling process for both the salesperson and the sales manager.
The Problem With NO REPORTS
When a salesperson doesn't turn in sales reports or the sales manager doesn't have reports to review, sales are not managed. This speaks to the saying - "You can't manage what you can't measure". Let's face it, if an accountant was running the sales team, they wouldn't stand for some of the shenanigans that go in sales management. Accountants don't guess at what the balances of the books are, they know what it is down to the penny. A sales department
These social and destructive insects live off wood, decay and dead leaf and plants. Although there are over three thousand species of termites, there are three main groups called the subterranean, Formosan and drywood termites. These groups of termites have many different varieties and live in different parts of the country. Knowing the type of infestation you have is vital to eliminating your home of an infestati
The Problem With NO REPORTS
When a salesperson doesn't turn in sales reports or the sales manager doesn't have reports to review, sales are not managed. This speaks to the saying - "You can't manage what you can't measure". Let's face it, if an accountant was running the sales team, they wouldn't stand for some of the shenanigans that go in sales management. Accountants don't guess at what the balances of the books are, they know what it is down to the penny. A sales department should be operated like an accounting department with more stringent rules for reporting.
Systems and processes are the key to solving many sales management issues. When salespeople follow a sales process, they know where they are with each client and what the next steps of the sale are. If these numbers are tracked, there is a factor of predictability that will forecast sales. When you can combine the selling process with technology to automate the selling process, you have a winning combination.
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