Management: The controllable and uncontrollable in the management
consequence of our ambitions and desires that we considered, being in charge of a sales team, we have often mistaken as identifying key problem or something that was not simply because a hunch led us, and we jump without doing a situation analysis. We have faced, even with the established order because we considered restrictive to our growth or development: on behalf of our creativity, we have dismantled a warrant if presented as a new proposal.
This has led, at times, to fight for things we can not win alone, not knowing what we face, why and neither do we want to achieve. Everything that happens to us otherwise in this attempt, we consider it a personal thing, someone, against us, we see it as a resistance to change we propose.
But we do not realize that this state of things, facilitates our progress towards results raised: to define the system variables and system constraints prevailing in the sector or market in which we operate. Some variables, including, we can control, restrictions beyond our control. The variables we can control, fall within our circle of influence "and the set of variable and uncontrollable factors, fall within the" circle of problems, "as Stephen Covey calls, respectively. We can only act, do something, show pro-activity within the first circle, do not waste time complaining, demanding and denying the reality that surrounds us.
also facilitates the success of our venture in the area of \u200b\u200bsales, ability to channel show and direct our energy towards results and not be blinded by the process. Put another way, is not the number of hours that our sales force is doing its work, not just who is busy with something, the intention is to achieve the objective, expected results, what we are doing, the activities we are running, are we approaching the goal?
is a deep-rooted custom in executives who do not take responsibility, blaming their meager accomplishments to existing procedures in the company. The procedures and rules can not be an excuse to renege on objectives and goals. If we consider we have found a better way of doing things, a new order of things, eliminate the above we did.
If we have not shown enough capacity to identify what must change in the system and process that we, the market will take care of annihilation, yet we oppose it. The new challenges that come from new market demands, require us to make improvements and innovations to the way it is currently operating the sales force, we must change our mode of operation if we continue in the competitive struggle for markets today.
The environment poses the conditions within which we must achieve results, not to mention that the environment is what interests us most: the market demand. We need capacity and strength to change what should and can be changed and wisdom to accept what can not be changed because it is part of the restrictions. What can and must change, always something that is under our control: knowledge, skills and attitudes (competencies).
Management: What should we do about phenomena-threat?
is something inherent that humans feel fear of unexpected or novel phenomena in general, the members the commercial area, in particular, sales executives, for example, so feel, but sometimes so paralyzing. The issue is not the fear we feel in certain situations and conditions, for fear felt by all, the issue is how we respond to fear: What we are able to cope, out gracefully from this situation, or there is an element or factor ; which we feel some doubt?
All sales executives, without exception, in some way or another, want to know how to respond (not react) to the imminence of new phenomena and business events to be faced in any case, no doubt. Things will never remain the same, there will be changes that could endanger any growth in sales volume, sales revenue or earnings that we consider.
In this environment, it is useful to consider a number of considerations or questions, it seems elementary but often are left out and that could affect our performance:
1. is good to ask, what may contribute, to contribute personally to every one of the vendors that make up the sales team? Who always give more? Who are indifferent to their input or contribution to the sales team, their performance being marginal or below average?
2. The way to respond to business events with which we face is something that each of us has to choose based on their own abilities, he has managed to develop or not. As a manager, am I aware of my capabilities and limitations?
3. The results in the next period will not be the same in times of boom, when the economy is in crisis . What are the external conditions that threaten our growth? What are the activities that we have to improve or replace with new ones, because if we keep doing the same thing can not keep growing?
4. Discounted our company has in mind offer something new, higher value and lower cost through better business process, what is it in terms of the sales process we need to improve and sellers, What skills have to develop?
5. Competitors will do everything possible to take away customers and clients will make every effort to spend less and find a better deal. What we thought to counter these threats and trends?
6. We need to remove the quiet and replaced by the pro-activity. Remember that hope is not a method, and the sales work is a verb, not noun. There is something we must always do ourselves, not others for us.
7. learn from the recent experience of Toyota. In boom times made large investments that have reduced profit margins to such an extent that a drop in sales 4% worldwide, has led to losses. His company, I am sure spends 10% of the value of fixed assets that are in your company, maintenance concept, how invested to increase, at least maintain, the sales ability of its vendors? Probably very little or almost nothing.
Sellers: Following stages, starting from the beginning
When I teach workshops, seminars or courses of more than sixteen hours to vendors or sales supervisors, provided participants meet me ask me questions directly related to his personal problem, you say, " but, hey, is not saying anything new, that is obvious; everyone talks about her personal problem. "
is true, but the point is that your questions try to solve a problem that has been barreling long, in some cases even years, and claim that they are resolved in a flash in that class you just talk about an issue that relates to your situation.
is very common to see vendors an obvious tendency to shift responsibility for what is happening to some "external disturbing force, in which is the boss, the customer, lousy competition, product, product price, etc.. In plain language, we say, "just in case, I am not guilty, the real cause is the environment, the environment is hostile to me"
Let me give an example of what presented in a common training courses:
A seller, very anxious to close a sale with a potential customer, asked a former sales manager who was involved to training:
- What should I do to get closer as soon as the closing of a sale with this customer?
-Let me tell you about a problem that overwhelms a long time or a need that no one dares even to meet, or whether they are meeting is not doing well. And let no other competitor know what the problem or need. Thus establish a strong bond, intimacy and trust with your customer.
- Only this approach will help me the closing of the transaction with him?
-establishes a strong relationship at the beginning of your visit and during your presentation or sales demonstration. Asesóralo to improve their situation. It is also important to have the willpower to sustain the provision. And if you can enjoy a bit of reflection on the status of your client, so much the better.
"But how I can reach the ideal state to close the sale with him, ya, ya?
"I've explained everything you need to know," said the trainer "But you want to get to the end before I start from the beginning, and that's not possible.
Do you are familiar with the scene presented? This is nothing more than wanting to offend this principle in both natural science and social science: everything is a process, following certain steps, run a set of activities. I do not know why we work so hard to understand that nothing can be done instantly with certain tricks, with a magic formula, a new sales technique. Maybe it will be because we think that if there is "instant coffee", there must also "instant sales technique," right?.
Sales activity is to close profitable sales for our company, any sale, there are some closed sales, for the quantity and quality do not justify sales are practiced in two ways: empirical or professionally. There is no other. Professionally, it means having many certificates of courses and seminars, is to practice in a systematic, rational, taking consciousness of each of the activities performed to achieve results that for every seller expects the company.
If you do this by applying the knowledge acquired in formal training to you or sent on its own initiative, much better. There are many sellers who are self-taught, read books, listen to lectures, attend seminars, that's the way they learn best, and we must recognize and accept it.
Any sale, in itself, is not a profitable sale for the company, it is necessary to take into account the effort and cost invested in getting it. Sell \u200b\u200bin itself is easy, but selling to individual or company we leave such income to cover the costs incurred, plus an attractive profit, that's the rub.
That amount and quality of sale can only be achieved if the seller has previously held a responsible job of prospecting, has identified and located real potential customers, or has been able to classify to its current portfolio and identify in it who have attractive growth potential. That's it.
So sales are a creative, constructive, imaginative and knowledge required to develop solutions. It may be that many terms are used war as a strategy, tactics, attack, besiege, which does not mean physically annihilate the competition, but sales is to imagine and build satisfaction or solution for customers.
Everything in life is following a process, and sales are no exception to that law. In sales, but to comply with the steps or activities that make up the process, the results are not profitable. It is worth remembering the process followed by farmers to learn, by analogy, the essence of a process. The farmer has to take into account the season in which they found to identify grown thing, you have to prepare the soil, place the seeds, enrich the soil with fertilizers, watering, do maintenance throughout the duration of ripening. The same is done in sales, another thing is that we are not aware of it.
sales depend on the process followed. If a seller wants to improve their performance, you have to do is check the tracking process and make the necessary improvements, or replacement activities that no longer contribute to success in sales.
hardest thing to be a seller is to get attention and arouse the desire to purchase the client for what he is offering at that time. So is seeking to win the trust of customers. The seller must tell a client what you can get the product you sold, you should never lie.
As we have seen, the sales activity takes organization and discipline, a lot of teamwork, not individual performance. Are you aware of this?
long time I was looking for this Christmas special is a bit forgotten, unfortunately not found in English, but the memory is the same, no matter the language. I leave a (brief) summary of the contents of this special Christmas
The special opens with George, who lives alone with a cat appears only for the sake of emphasizing his loneliness, the addition of the final decoration to your Christmas tree. It is inferred that all the decoration is well done, but the final touch ... the star does not have the impact that I wish. Sure, in recent years has been very happy to cut a paper star, but this year want something different. He wants something definitely unconventional.
Test all things that can happen in that time, not being satisfied with the options you have at hand goes out of his house, perhaps trying to find something in the vast emptiness of the sky .. find what you are looking for something perfect, the perfect star for your Christmas tree.
Although ostensibly the star millions of miles away, suspended somewhere in outer space, and plenty of other reasons to convince a healthy person to immediately abandon the idea of \u200b\u200bphysical place on top of your Christmas tree, George makes the intention to add to your holiday decor.
then starts all the necessary knowledge of advanced engineering and improvises with a bunch of random stuff in his basement and built a spaceship in which to slow to less than 30 seconds. Ignoring quality control tests and leaves the surface of the planet, George manages to build the perfect rocket that can be manned by yourself and all sorts of pretty lights to boot. Unfortunately, when it leaves the earth's atmosphere George is drawn into a huge black hole.
As a Christmas special, can not end with our hero being crushed by gravitational forces in the opening minutes of the story. Instead of being promptly assassinated as a result of experimental navigation George instead draws a curious neon sign and soon at rest on a comfortable bed ... in an endless sea bed and at that moment is Ralph, robots and interstellar hotel keeper, this kindly presented with a Paul Anka song accompanied by fireworks and lights.
Ralph George decides to take with him after a decent night sleep in one of the millions of beds in the bottom of the black hole. Immediately after George and Ralph are launched towards the object of his search the spacecraft of them is caught in the tractor beam of the Space Rangers, a group of robotic agents who patrol the cosmos in a spaceship shape of a horse and to ensure that order is maintained throughout the galaxy. In this case, means telling George and Ralph, before they can legally go hunting stars, they need to get permission to help the space a cleaner place.
So to get your documents and comply with their obligation to the universe, George and Ralph begin to pick up debris. It would be more appropriate to say that the charge of the garbage is Ralph.
George gets the security of a ship to protect from the blasts of laser. Ralph, however, is left alone to fend off the fire and even explosions, it takes a bit to swallow our heroes with their spaceship. Soon after, George and Ralph end up in the cell of the pirates, is there where they meet Barbara, a female astronaut who was also imprisoned by the pirates.
Ralph puts its processor to work and soon comes up with a foolproof plan - the captives they combine their musical talents to lull them to sleep pirates and with Christmas carols, and then make your escape. Except it does not prove all that infallible in practice, as it simply ensures that the pirates are in the most festive of spirits when they give the order of George, Ralph and Barbara to walk the plank. In addition, the plan is still good for Ralph because it can fly through space and does not need to breathe.
Before George and Barbara fall the plank, the Space Rangers arrive at the scene to save the day! The trio is saved, the spacecraft is launched, the Space Pirates are headed, George gets his license, the success of our heroes is short, however, because once you find problems when the Rangers were fired - this time in the form of the dreaded Ding Dong Bell and his band of fuel theft spacebike, Bell's Angels. Ralph valiantly attempts to match the laser barrage fireworks some good posts, but it's not long before Bell submitted to the opposition and traps of all fuel for the spacecraft to George. Despite leaving the crew with their lives, that is little consolation when allowed to float in a clunker in the vacuum of space.
However, all is not lost, as George also managed to build a miniature space shuttle in the simple moments that led him to build the spacecraft. At least they are able to continue your search ambitious to secure the Star of Bethlehem and make the Christmas tree Palente George the best. Have almost reached their goal, but still have a couple of minutes before his arrival, the best way is with another song from Ralph.
Finally get the star ... but the ship runs out of fuel just after the grab. Fortunately, it appears Santa Claus and his six reindeer robot! Of course, Santa is not going to leave them stranded at piling up in her mobile home with the star inexplicably locked in a cardboard box and head toward Earth ... or so to go beyond, as Santa has to visit a few other planets and even a giant ball of eight before finally landing in the sun 3.
George is very impatient ... when he finally gets home. So much so, in fact, who abandons his friends and not even bother to thank Santa Claus in his haste to enter the house and place the star on top of your tree.
So when the star is released from the box, the whole house fills with light for a few seconds and then escapes through the chimney and assumes its rightful place in the night sky. So .... the search for George was for nothing! but George realizes that despite the apparent futility of his search, things could not be better. May have lost their spacecraft and has been deprived of the best Christmas star, but then look what he has won: a robot friend who sings and a new girlfriend. Once more aware of how lucky he has become, as a result of holiday travel, George happy crown the tree with a star role and enjoy both the company of his new friends.
Bello special Christmas until recently I could remember. This blog wishes you Merry Christmas and Happy New Year! : D
