Monthly Archives: August 2010

How can you achieve success at work?

Posted by on August 30, 2010 No comments

Hard work

You can lose with hard work, but you cannot win without it. If you can find a way to become successful without hard work and a strong work ethic, I would love to learn it from you. Here is what the legendary basket player Larry Bird, the great American author Napoleon Hill who wrote one of my favorite books of all time “Think and Grow Rich,” and Abraham Lincoln, the 16th president of the United States of America think about hard work:

  • I have got a theory that if you give 100 percent all of the time, somehow things will work out in the end. (Larry Bird)
  • Effort only fully releases its reward after a person refuses to quit. (Napoleon Hill)
  • Things may come to those who wait. But only the things left by those who hustle. (Abraham Lincoln)

Here is my advice to you about hard work:

  1. Choose the right job:
    You cannot work hard unless you are passionate about your job and care about fulfilling your key job responsibilities. Somebody once said, “chose the job you like, you never have to work again.”
  2. Set up a disciplined process:
    Hard work is even harder without a disciplined plan. The process and plan that work for others might not work for you. You should try to establish some type of work routine that is compatible with your personality.
  3. Make the right choice:
    Hard work is hard. You must ask yourself whether you are willing to give 100% to become successful. Then, make the right choice, and stick to your decision.

Why some ideas survive and others die?

Posted by on August 26, 2010 No comments

Why some ideas survive and others die
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Identify the right Sales Channels for your company

Posted by on August 23, 2010 No comments

Choosing the right sales channel is one of the hardest, and most important, business decisions you will ever make. Getting it right increases your chances of success substantially.

Here are different sales channel you can use for your company:

Company Owned:

  1. Tele Sales force
  2. Direct Sales Force
  3. Web sales
  4. Own stores

Partnership

  1. Selling through VAR
  2. Partner stores
  3. Wholesaler

You should find the right mix of channels to meet your sales goal. At our company at NetCom Information Technology (www.netcominfo.com), we are using primary Tele sales force, direct sales force and web sales channel.

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How to develop value propositions to target customers

Posted by on August 23, 2010 No comments

Companies use value propositions to target customers who will benefit most from using the company’s products. The value proposition is the reason why customers turn to one company over another.

It’s important when developing your value proposition that it be clear and concise. It’s best to start by brainstorming and focusing on what needs your target demographic group have in common.

Problems with most companies:

  • Company has not identified a value proposition
  • Company does not clearly express its value proposition
  • Company is not testing or measuring its value proposition

 

Strong value propositions deliver tangible results like:

  • Increased revenues
  • Decreased cost
  • Decreased Risk
  • Improved performance
  • Improved operational efficiency
  • Increased market share
  • Faster time to market
  • Decreased employee turnover
  • Improved customer retention levels
  • Customization flexibility
  • Convenience
  • Accessibility
  • Newness

Read more »

How can I be a positive person?

Posted by on August 22, 2010 No comments

Use the following ten powerful phrases daily as recommended by Rich DeVos in his Ten Powerful Phrases for Positive People book.

  1. Thank you
  2. I’m sorry
  3. I’m wrong
  4. You can do it
  5. I believe in you
  6. I am proud of you
  7. I need you
  8. I trust you
  9. I respect you
  10. I love you

 

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Quote | Reading

Posted by on August 19, 2010 No comments

“Not every reader is a leader, but every leader must be a reader.” – Harry Truman

About Harry S. Truman: Harry S. Truman (May 8, 1884 – December 26, 1972) was the 33rd President of the United States (1945–1953). As President Franklin D. Roosevelt’s third vice-president and the 34th Vice President of the United States, he succeeded to the presidency on April 12, 1945, when President Roosevelt died less than three months after beginning his historic fourth term.

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Quote | Reading

Posted by on August 19, 2010 No comments

“I can’t imagine I could become the person I am now without books. Books became synonymous with freedom. They showed that you could open doors and walk through.” – Oprah Winfrey

About Oprah Winfrey: Oprah Gail Winfrey is an American television host, actor, producer, and philanthropist, best known for her self-titled, multi-award winning talk show, which has become the highest-rated program of its kind in history. She has been ranked the richest African American of the 20th century and beyond, the greatest black philanthropist in American history, and was once the world’s only black billionaire. She is also, according to some assessments, the most influential woman in the world.

Quote | Reading

Posted by on August 19, 2010 No comments


“The man who does not read good books has no advantage over the man who cannot read them.” – Mark Twain

About Mark Twain: Mark Twain was an American author and humorist. Twain is noted for his novels Adventures of Huckleberry Finn that has been called “the Great American Novel”, and the Adventures of Tom Sawyer. Twain was very popular, and his keen wit and incisive satire earned praise from critics and peers. Upon his death he was lauded as the “greatest American humorist of his age” and William Faulkner called Twain “the father of American literature”.

Should Sales Managers be selling while they are managing a small team?

Posted by on August 19, 2010 No comments

Typically, sales managers are former salespeople. They are familiar with the sales job, and their staff feels comfortable because their manager has done the same job before as they are doing now. Remember, leadership is a balancing act.

A sales person’s mission is to serve the clients and the company, but a sales manager’s mission is more complex. They must serve the clients, the company, and the salesperson. In addition, a sales manager’s job consists of four key domains: hiring the salespeople, training the salespeople, evaluating the salespeople, and growing the business.

But, should sales managers also continue to play the role of a sales person as well? Absolutely!

Here are four reasons why sales managers should sell to key accounts (15-30):

  1. Industry Awareness: Sales managers will be able to recognize the industry trend and better understand the clients’ needs by talking to them directly.
  2. Higher Income – Sales managers will be able to increase their income since it will introduce a separate income source beside higher base and bonus.
  3. Lead by Example – Sales managers should set an example by occasionally showing the sales team how to close a few deals and grow some existing accounts.
  4. Improved ROI – The sales manager will become a profit center instead of cost burden for the organization if they contribute to the team sales quota.

Although it is a good idea for sales managers to also be salespeople, they must do it right if they are going to do it at all. It is very important for sales managers to follow a time management tool if they chose to play a dual role: sales and sales management. Another word of warning—sales managers could be perceived as “self-fish” if they use their authority to take good accounts from their team members unfairly.

Above all, sales managers must possess high integrity and practice fairness in order to manage the team effectively.

Should we hire experienced or inexperienced sales people?

Posted by on August 19, 2010 4 comments

I had a meeting with my sales management team earlier today to discuss if we should focus on hiring experienced or non-experienced sales people.

It is our finding that non-experienced people are comparatively loyal, adapts to the organization culture easily. On the other hand, the experience produce result immediately, requires lesser training and quickly adapts to the selling process. Read more »