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Determining Sales Fit; the Key Growth Process for Your Business
Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth. The SalesFit processes addresses the individual uniqueness of your organization and the candidate. The power of the methodology is its ability to ensure an objective understanding of where the candidate is a good fit within your company. To find the right salesperson for your team, you must analyze the candidate within the following parameters: Does the Individual's Purpose fit within Your Organization's Future? An individual's purpose is comprised of their needs and personal vision. More importantly the factors that motivate them are the catalyst that fuels their quest to fulfill their purpose. Individual need for achievement and personal goals are analyzed within the context of the client company vision, organizational values, and organization goals. If the individual cannot find the inner motivation to help the organization attain its future goals and vision, then the ability to help the firm grow is hampered and the candidate would most likely not be a good fit. Does the Individual's Character fit within the Your Organization's Culture? The culture of the organization is identified as their team values, norms, and beliefs in how they seek to achieve their corporate (or team) future. The vision of the organization must be embraced by the individual. The Growth Talent profile for character is comprised of their personality traits (such as extraversion, openness, agreeableness, etc) and their emotional intelligence. Finally, a person's beliefs and ethical mindset must fit within the culture of the firm where they will work. Our research and experience has shown that the "character to culture" component is the number one reason why Growth Talent succeeds or fails in fitting in and having an impact to their new organization. Does the Individual's Ability fit within the Your Organization's Selling System? A key component of competence, the candidate's abilities to perform are based on their knowledge of their position requirements as well as their capacity to perform the necessary work. For Growth Talent positions, these abilities could include the ability to understand where the future customer is in their buying process as well as what type of buying style they are using. Abilities are also comprised of the underlying knowledge needed to succeed. The nine knowledge areas outlined by the United Professional Sales Association serve as a guideline for understanding the knowledge needed for Growth Talent. Different types of knowledge are needed for different types of sales environments and sales processes. As an example, the knowledge needed to sell into the federal government is different then the knowledge needed to sell commercially. Does the Individual's Skill fit within the Your Organization's Business Model? Both the individual's skill and the business outputs are assessed through past experience and track record. Past performance is important to determine applicable skill of the individual as well as the viability of the company. Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions. Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession. Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian_Lambert
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Careers and Employment Beyond the Golden Rule There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. This is taught in sales 101, because the need to connect with the people to make the sale. Sales & Marketing Plan Strategies Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return? Why Performance-Based Recruiting Produces Top Sales Performers Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience. Producing Premium Performance One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to be able to create a sustainable improvement in performance. The tendency is to blame the employees for poor performance. However, more often than not, the problem stems from not establishing an effective performance management framework. Book of Lists Marketing for Pressure Washing Companies The American Business Journals produces a Book of Lists each year in their many markets, it is wise for pressure washing companies to use this book of lists to find new clientele. The book of lists, lists the top companies in size in all industry sectors. Since pressure washing companies clean almost anything, it behooves them to use the book to selectively target the top companies to do business with. Generous Donor Refused (how qualified business slipped away) Generous Donor Refused The Achilles Heel of Management Coaching While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance. If not, you feel that your only remaining alternatives are to give her a poor performance evaluation or demotion or may even fire her. You're reluctant to do either of the first two things because you know these would disrupt the positive work relationship you've had with Chris. And you don't really want to fire her. On the other hand, you are running out of patience; this is the fourth time you've said something to Chris about the situation. Admittedly, the first few times, your comments may have missed the mark because you gave her only some casual feedback. But about a month ago, you held a formal coaching meeting with Chris, in which you discussed the situation in depth and came away thinking that she understood the need to change her behavior. In fact, she did change. But after a week or so, she was back to her old behavior. Disclosure Laws Favor International Terrorists The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork. In this disclosure document, which is required to be given to franchisees 10 days before any purchase is made are the names, addresses, phone numbers of all franchisees in the system. For smaller home based franchises this means home numbers, addresses and personal information. The Spirit Of Change A Highly Conscious Approach To Business Management. For more on this topic please link to Innerwealth Web Site 4 Marketing Myths Threaten Your Sales These 4 marketing myths can cause you to lose sales if you base your marketing decisions on them. But the related marketing tips I included with each myth will boost your sales if you act on them instead. Is Your Sales Trust Factor High Enough to Win Against the Competition? How high is your sales trust factor? Management From Within Inspiration and Management from Within Part 2. Keeping Your Sales Team Motivated Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it. Increase Your Sales - Accept Credit Cards Many people today simply prefer the convenience of paying by credit card. If you want their business, you must be able to accept their credit-card payments. Baditude! As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety. It was also evident from their negative comments, that many of these trainees had already given up on selling their company's services and that no amount of sales training could help them sell their firm's services. Our client, a large midwestern service firm, was willing to pay generous incentives for their customer service staff to up sell additional services. Yet, most participants in this training session felt, for a variety of reasons, that obtaining additional sales was impossible. Accepting Responsibility for Your Sales Success That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them. Finding A Sales Force That Pays For Itself The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand through increasing sales. Poor Performance - Fix it by Coaching Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right. Train a Winning Sales Team: Rounding Third and Heading for Home Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training. How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth Imagine increasing your business earnings by 30, 40, or 50%. And this just by putting into use a fundamental truth of life. Many great men of history have used this truth in turning around their fortunes.
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