A sales call today is costing your organisation between $150 - $500 every single time a sales person walks through a customer's/prospect's door. (These figures are based on numerous industry surveys conducted over the years.)

The answer to the above question is a resounding 'NO'.

Sales people simply cannot be vendors (order takers) or tourists ('just in the area, thought I would pop in') any more. Customers and prospects today are sharper, busier, more demanding and conscious of the value their suppliers (should) offer them.

Listed below are some of the key areas of the Planning Process, so your sales team will, in the words of ice hockey legend Wayne Gretzky ... 'skate to where the puck is going, not where it has been'.

1. Look at the Relationship 'GAP'. How are you perceived by your customers today? How do you want to be perceived in 6 - 12 months? What specific actions do you have to do to get there? This is a great sales team exercise.
2. Analyse your current customer base. Look for growth and product penetration opportunities; seek creative ways to help your customers grow their business. Do your people have upsell, cross-sell and account penetration objectives for every customer?
3. Know what business you are in - are you a one stop shop? Fountain of knowledge for your customers? A profit-making machine - again, for your customers? Or, is your company on the lower end of a customer's wish list, due to poor service from a member of you
   Design Your Business Card Online
   A business card is an ideal partner to getting your business recognized by potential clients. Business cards can be created online through a variety of templates for you to choose from. This makes the process a lot easier when you can choose a business card template and then customize it to your business. It is a fun and easy way to create your business cards online and can actually save you time and money because you do not have to cons
   try surveys conducted over the years.)

   The answer to the above question is a resounding 'NO'.

   Sales people simply cannot be vendors (order takers) or tourists ('just in the area, thought I would pop in') any more. Customers and prospects today are sharper, busier, more demanding and conscious of the value their suppliers (should) offer them.

   Listed below are some of the key areas of the Planning Process, so your sales team will, in the words of ice hockey legend Wayne Gretzky ... 'skate to where the puck is going, not where it has been'.

   1. Look at the Relationship 'GAP'. How are you perceived by your customers today? How do you want to be perceived in 6 - 12 months? What specific actions do you have to do to get there? This is a great sales team exercise.
   2. Analyse your current customer base. Look for growth and product penetration opportunities; seek creative ways to help your customers grow their business. Do your people have upsell, cross-sell and account penetration objectives for every customer?
   3. Know what business you are in - are you a one stop shop? Fountain of knowledge for your customers? A profit-making machine - again, for your customers? Or, is your company on the lower end of a customer's wish list, due to poor service from a member of you
      Accounts Receivable
      A company offers products and/or services to its customers to generate sales. The transaction takes place when the customer buys the goods and/or services at the price and conditions agreeable to both parties. Generally the transaction is completed when the customer pays after taking delivery of goods and/or services.However in cases where there is a long-standing relationship between the company and a customer, the buyer may make
      liers (should) offer them.

      Listed below are some of the key areas of the Planning Process, so your sales team will, in the words of ice hockey legend Wayne Gretzky ... 'skate to where the puck is going, not where it has been'.

      1. Look at the Relationship 'GAP'. How are you perceived by your customers today? How do you want to be perceived in 6 - 12 months? What specific actions do you have to do to get there? This is a great sales team exercise.
      2. Analyse your current customer base. Look for growth and product penetration opportunities; seek creative ways to help your customers grow their business. Do your people have upsell, cross-sell and account penetration objectives for every customer?
      3. Know what business you are in - are you a one stop shop? Fountain of knowledge for your customers? A profit-making machine - again, for your customers? Or, is your company on the lower end of a customer's wish list, due to poor service from a member of you
         The Small Retailer's Survival Guide - Part 6 - Home Delivery Benefits and Pitfalls
         As part of a series of articles on how to survive as a small retailer, this article is about the benefits and pitfalls of setting up a home delivery service.ChargesYou may not get this right first time and may need to adjust the charging in the early days until you have got it right. Do not be shy about charging for deliveries but always remember that your core business is selling goods and not making a profit from t
         you want to be perceived in 6 - 12 months? What specific actions do you have to do to get there? This is a great sales team exercise.
      4. Analyse your current customer base. Look for growth and product penetration opportunities; seek creative ways to help your customers grow their business. Do your people have upsell, cross-sell and account penetration objectives for every customer?
      5. Know what business you are in - are you a one stop shop? Fountain of knowledge for your customers? A profit-making machine - again, for your customers? Or, is your company on the lower end of a customer's wish list, due to poor service from a member of you
         How to Grow Star Performers
         Most of us can divide the people in our organizations into three categories: Star performers, moderate performers and substandard performers.Suppose you have 100 employees. In a typical work force, that would probably mean 15 star performers, 83 moderate performers and two substandard performers.Now suppose you could convert five of your moderate performers into star performers. Would it make a significant difference in pro
         ss-sell and account penetration objectives for every customer?
      6. Know what business you are in - are you a one stop shop? Fountain of knowledge for your customers? A profit-making machine - again, for your customers? Or, is your company on the lower end of a customer's wish list, due to poor service from a member of your team?
      7. Know what your customers want and need and create REAL VALUE for them - assist them with marketing and promotion? Train their staff (your product sales will soar, if you do)? What can you do to add REAL VALUE??
      8. If you know the answer to the above, benchmark your sales team - this will determine your critical factors necessary for success and allow you to measure your team's sales and service excellence. Seek feedback from your customers on your sales team's performance.
      9. Squeeze the most out of your time each day. Make each day GOLD by prioritising and preparing, long term planning will inevitably fail if you don't look after the everyday business - this takes commitment to the task and the process. Are your people good time and resource managers?
      10. Your people should have a PURPOSE for every single call they make - a primary purpose; a value-adding purpose; establish a call back purpose as well. Your people will only build relationships with their customers if they know why they are calling.
      11. Develop a plan for New Business Acquisition and Lost Business Reactivation. Will this be 5% - 10% - 20% of time spent? A plan definitely needs to be factored in to your long term planning.
      12. Use the telephone! Keep in touch calls to customers,