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Add You - Sales Management - What's Involved? Part 1
Do Not Confuse Your Team by Giving Different Signals
You are to lead a small call center. This center has a simple campaign where prospects are contacted (cold calling) offering them a new product. It is a difficult product to sell in a business to business market. So there are many ways of doing this. In most cases a call script would be used. So each call center agent knows what procedure to follow. Without having such a script, the manager could focus on either the concrete results – the number of contracts made - or at the way the contact process takes place. Combining these methods would be the worse of both worlds.Th? Client Relationship Management approach would focus on the contact with the client. Contact in the sense that the agents should wait for the client to show attention (and maybe interest). If you go directly to the point (the features of the product) you might loose the prospect in the beginning of the call.Some call center agents will focus (by nature and experience) more on this first phase of the call. Trying to establish a real contact. Yet this takes time and it is not always possible. If you manage this process by focusing on the numbers of calls to make, you might make it impossible for experiences agents to establish such a contact. You pressure them too much which could be ineffective.You could also choose to focus on the result
t should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which You are to lead a small call center. This center has a simple campaign where prospects are contacted (cold calling) offering them a new product. It is a difficult product to sell in a business to business market. So there are many ways of doing this. In most cases a call script would be used. So each call center agent knows what procedure to follow. Without having such a script, the manager could focus on either the concrete results – the number of contracts made - or at the way the contact process takes place. Combining these methods would be the worse of both worlds.Th? Client Relationship Management approach would focus on the contact with the client. Contact in the sense that the agents should wait for the client to show attention (and maybe interest). If you go directly to the point (the features of the product) you might loose the prospect in the beginning of the call.Some call center agents will focus (by nature and experience) more on this first phase of the call. Trying to establish a real contact. Yet this takes time and it is not always possible. If you manage this process by focusing on the numbers of calls to make, you might make it impossible for experiences agents to establish such a contact. You pressure them too much which could be ineffective.You could also choose to focus on the result
Vending Machine for Sale?
An American staple that no school campus or large corporation can do without, they have been a huge part of our daily life since their inception. No one can seem to get through a work day or school day without using them at least once.Am I talking about computer? No, vending machines! They’re everywhere – at rest stops, at the big game, at work, at the casino, even at restaurants themselves. Vending machines now have everything in them. What used to be preserved for snack foods and cigarettes has definitely been taken to the next level. These days, you can get a full three-course meal, a variety of beverages, and even some antacid to wash it all down with out of a vending machine.In cafeterias around the world, students and employees eat their lunches straight from the vending machines. Vending machines aren’t just about chips and candy bars anymore. Nowadays, you can get sandwiches, full TV dinners, salads, fruit cups, even steak out of a vending machine.Should we eat the food out of the vending machines, just because it’s there? The thing about vending machines is that, while convenient, they’re usually ridiculously overpriced. The food is often fairly edible – only it tastes about like what you’d expect from a vending machine. In most cases, vending machines have a pretty good selection –
What any individual Sales Manager actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organisation of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if this position does not exist within their company.An American staple that no school campus or large corporation can do without, they have been a huge part of our daily life since their inception. No one can seem to get through a work day or school day without using them at least once.Am I talking about computer? No, vending machines! They’re everywhere – at rest stops, at the big game, at work, at the casino, even at restaurants themselves. Vending machines now have everything in them. What used to be preserved for snack foods and cigarettes has definitely been taken to the next level. These days, you can get a full three-course meal, a variety of beverages, and even some antacid to wash it all down with out of a vending machine.In cafeterias around the world, students and employees eat their lunches straight from the vending machines. Vending machines aren’t just about chips and candy bars anymore. Nowadays, you can get sandwiches, full TV dinners, salads, fruit cups, even steak out of a vending machine.Should we eat the food out of the vending machines, just because it’s there? The thing about vending machines is that, while convenient, they’re usually ridiculously overpriced. The food is often fairly edible – only it tastes about like what you’d expect from a vending machine. In most cases, vending machines have a pretty good selection –
Essentially, however, the task of the Sales Manager is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which a
Presentation Design - The Right Graph
Microsoft does not know a heckuva lot about presentation design, but one thing they do correctly in PowerPoint is to make available different types of graphs so that you can match the graph type to the point you’re trying to make with your data. There are twelve different graph types available with PowerPoint 2000, but few of those styles work well in the low-resolution world of computer-based presentations. With few exceptions, here is how you want to use the following types:• Pie Graphs for Share• Bar Graphs for Comparative Amounts• Line Graphs for Trends, TimePie GraphsPie graphs (commonly misnomered pie charts) are one of the more overused, and hence misused, types of graphs, primarily because they are so easy to make, and easy to make look good. They are misused when chosen to show amounts rather than share. The beauty of pie graphs is that they show so clearly what they are supposed to show, i.e., how much of the whole each element contributes. In most cases the actual amounts – in this case percentages – are actually secondary to the area of the slices in terms of telling the story.When you look at a pie graph with five or fewer slices, your brain can quickly ascertain which groups dominate. We often see pie graphs with more than 5 elements, but they then become more d
sation of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if this position does not exist within their company.Microsoft does not know a heckuva lot about presentation design, but one thing they do correctly in PowerPoint is to make available different types of graphs so that you can match the graph type to the point you’re trying to make with your data. There are twelve different graph types available with PowerPoint 2000, but few of those styles work well in the low-resolution world of computer-based presentations. With few exceptions, here is how you want to use the following types:• Pie Graphs for Share• Bar Graphs for Comparative Amounts• Line Graphs for Trends, TimePie GraphsPie graphs (commonly misnomered pie charts) are one of the more overused, and hence misused, types of graphs, primarily because they are so easy to make, and easy to make look good. They are misused when chosen to show amounts rather than share. The beauty of pie graphs is that they show so clearly what they are supposed to show, i.e., how much of the whole each element contributes. In most cases the actual amounts – in this case percentages – are actually secondary to the area of the slices in terms of telling the story.When you look at a pie graph with five or fewer slices, your brain can quickly ascertain which groups dominate. We often see pie graphs with more than 5 elements, but they then become more d
Essentially, however, the task of the Sales Manager is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which
What Ad Agency Media Buyers Won't Tell You
Those of you familiar with my personal history know that I have a strong background in, and affinity for, digital marketing. Now that my bias is fully disclosed, I’m going to tell you what most traditional ad agencies will not…that the digital medium is far and away the most powerful, cost effective and measurable form of media available today. Advertising and MarComm budgets can no longer focus solely on traditional communications mediums; rather budgets must be spread across a broader spectrum inclusive of digital mediums.Digital content is diverse. Like print advertising and direct mail, the content of the Internet is largely based on the written word. As with printed media, much of Internet related media relies on graphic images to support marketing messages. However, unlike print and direct mail, the Web enables moving graphics and sound to be conveyed to the prospect or customer. In that respect, it is more like radio or television and like the telephone, the Web can enable one-to-one, interactive communication with e-mail, instant messaging and voice. Yet, unlike any direct response medium, the Web can present the customer with a virtually unlimited amount of marketing information in multimedia format.Print advertising is delivered through magazines and newspapers. Direct mail is delivered via the U.S. P
ting Manager, if this position does not exist within their company.Those of you familiar with my personal history know that I have a strong background in, and affinity for, digital marketing. Now that my bias is fully disclosed, I’m going to tell you what most traditional ad agencies will not…that the digital medium is far and away the most powerful, cost effective and measurable form of media available today. Advertising and MarComm budgets can no longer focus solely on traditional communications mediums; rather budgets must be spread across a broader spectrum inclusive of digital mediums.Digital content is diverse. Like print advertising and direct mail, the content of the Internet is largely based on the written word. As with printed media, much of Internet related media relies on graphic images to support marketing messages. However, unlike print and direct mail, the Web enables moving graphics and sound to be conveyed to the prospect or customer. In that respect, it is more like radio or television and like the telephone, the Web can enable one-to-one, interactive communication with e-mail, instant messaging and voice. Yet, unlike any direct response medium, the Web can present the customer with a virtually unlimited amount of marketing information in multimedia format.Print advertising is delivered through magazines and newspapers. Direct mail is delivered via the U.S. P
Essentially, however, the task of the Sales Manager is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which
Why Your Clients Will Pay More
It's a fact. Clients will always pay you more than you realize. How do I know? Because price is not the be-all-and-end-all of why your clients hire you. It's usually third, even fourth on their list of important reasons why they'll choose your service over someone else's.Let me get right to the point here. If you focus first on what matters most to your clients, the topic of price stays just that—a topic, not an issue.Here are 3 things your clients care about MORE than price (hint: focus on over-delivering on each of these and price will rarely, if ever, keep a client from hiring you):*QualityQuality seems to come up often when you're talking about a product but rarely when it's a service. But why not? Quality counts no matter what your business!What are the quality indicators your clients want with a service like yours? For example, in my business, quality indicators are the high value of the information I provide. Do my courses and products actually deliver results? Is my information somehow different, or presented differently than information on the same topic offered elsewhere?Obviously, the answer has to be 'yes!' to satisfy my clients' idea of quality.What indicators of quality are your clients most concerned with? List at least three right now.*S
heir company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which It's a fact. Clients will always pay you more than you realize. How do I know? Because price is not the be-all-and-end-all of why your clients hire you. It's usually third, even fourth on their list of important reasons why they'll choose your service over someone else's.Let me get right to the point here. If you focus first on what matters most to your clients, the topic of price stays just that—a topic, not an issue.Here are 3 things your clients care about MORE than price (hint: focus on over-delivering on each of these and price will rarely, if ever, keep a client from hiring you):*QualityQuality seems to come up often when you're talking about a product but rarely when it's a service. But why not? Quality counts no matter what your business!What are the quality indicators your clients want with a service like yours? For example, in my business, quality indicators are the high value of the information I provide. Do my courses and products actually deliver results? Is my information somehow different, or presented differently than information on the same topic offered elsewhere?Obviously, the answer has to be 'yes!' to satisfy my clients' idea of quality.What indicators of quality are your clients most concerned with? List at least three right now.*S
What's in a Name?
Product naming is a key aspect of branding. The name you ultimately choose will reflect who you are, your company’s personality and vision. But more importantly, it must unforgettably embody the promise of your product’s main benefit to your potential customers. It can dovetail generically with your competition, but ideally, it should stand out from the crowd. Where to begin? Here are some basic guidelines.If the field’s too crowded, be uniqueMSN Search, Netscape Search, AOL Search, they all stayed in the same category, so you could play it safe and go with Stupendous Search or Super-Duper Search. This works for a time, but as soon as the field gets too crowded, you’ll be lost in the mush of sameness with ever diminishing name recognition. If you’re in it for the long haul, better to break away from the crowd with a name like Google, Yahoo, or even Dogpile (though I’m not a fan of going into the scat category just to be unique). Even Kinkos—the founder's nickname (he had kinky red hair in school)—is different enough to be memorable.Avoid tongue twistersThere’s a little part in all of us that hates to be embarrassed. When we ask for a product or talk about it with friends, we want to sound literate and not fumble over pronunciations. So be kind to your potential
t should show, are usually predetermined in order to achieve the aims of company policy. The objectives which they set for the various activities which are involved in carrying out this task should therefore be derived from, and be compatible with, company objectives, such as return on capital employed, cash flow, market position, growth.Product naming is a key aspect of branding. The name you ultimately choose will reflect who you are, your company’s personality and vision. But more importantly, it must unforgettably embody the promise of your product’s main benefit to your potential customers. It can dovetail generically with your competition, but ideally, it should stand out from the crowd. Where to begin? Here are some basic guidelines.If the field’s too crowded, be uniqueMSN Search, Netscape Search, AOL Search, they all stayed in the same category, so you could play it safe and go with Stupendous Search or Super-Duper Search. This works for a time, but as soon as the field gets too crowded, you’ll be lost in the mush of sameness with ever diminishing name recognition. If you’re in it for the long haul, better to break away from the crowd with a name like Google, Yahoo, or even Dogpile (though I’m not a fan of going into the scat category just to be unique). Even Kinkos—the founder's nickname (he had kinky red hair in school)—is different enough to be memorable.Avoid tongue twistersThere’s a little part in all of us that hates to be embarrassed. When we ask for a product or talk about it with friends, we want to sound literate and not fumble over pronunciations. So be kind to your potential
CHARACTERISTICS OF THE SALES MANAGER’S JOB
• Many of the factors which affect success are not within their control (such as competitors and government legislation)
• They are nevertheless required to forecast future sales and to plan their operation accordingly, using their judgement and experience.
• They must depend on other departments for the design, production, quality and delivery of
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