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Helping business owners grow their companies and transition with confidence, added value and complete control.
Tag Archives: sales management
My Interview with Robert Morris: Part I
Robert Morris is the number one reviewer of business books for Amazon.com. A few weeks ago he posted a great review of Hunting in a Farmer’s World, and asked if he could interview me. Bob’s questions were really fun, and the interview … Continue Reading
Posted in Customer Relations, Incentives, John's Opinions, Leadership, Managing Employees, Sales, Strategy and Planning, Top Blog Posts, Uncategorized
Tagged Ayn Rand, business ownership, business planning, business strategy, employee performance, entrepreneurs, entrepreneurship, international relations, leadership, management, sales, sales management, small business, small business advice
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Empowerment Requires Encouragement
We all want employees who are empowered to think. That doesn’t always turn out the way we hoped. Last week the news feeds carried a story about a Girl Scout in San Francisco who set up her cookie table in front … Continue Reading
When a Salesman isn’t a Salesman
A business owner decides to beef up his company’s sales talent. He forks out a hefty salary for a “proven performer” from another industry; then…nothing. The salesman (or woman) is glib, professional and hard working. The owner devotes more resources … Continue Reading
After the Goal
Why do employees have to “rest” after accomplishing a goal? When most human accomplishment required manual labor, taking time to recuperate after a final push, whether it was harvesting a crop or completing a building, was a natural way to physically recharge before starting another project. Today, most … Continue Reading
Wrestling with Ethics
The head of a rep firm approaches the owner of a small manufacturing company for whom they sell. One of his salespeople has an opportunity for a huge order with a multinational company, but the purchasing manager has indicated that the … Continue Reading
Over Pay or Over Hire?
Many employers chase the Holy Grail of pay-for-performance. Whether it’s commission, piece work or production bonuses, we all want a system that compensates employees appropriately for the value they add to our business. Most of us also believe that better employees … Continue Reading
Should Small Business Owners Embrace Social Media?
I order a package of vacuum cleaner bags online. The site cheerfully requests “Like us on Facebook!” Kobe Bryant announces that in order to help the Lakers, he won’t tweet during playoff games. A friend tells me that he is the … Continue Reading
Posted in Entrepreneurship, Marketing
Tagged business ownership, marketing, sales, sales management, small business advice
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Why Great Salespeople Make Lousy Sales Managers
It’s been said so many times that (at least I hope) it is a business axiom on the same level as “cash is king.” Promoting your best salesman to sales manager is guaranteed to cost you a great salesman and … Continue Reading
Giving Referrals: Fire and Forget?
We all appreciate getting referrals. There is a feeling of gratification in knowing that someone thinks enough of your work to send a friend or associate your way. Referrals are usually the life’s blood of most small businesses. When I … Continue Reading
Sales: Do You Have Customers or Clients?
Whether you have customers or clients is more than a matter of semantics. Some businesses use the term “clients” in an attempt to class up their image. Attorneys usually have clients. Kentucky Fried Chicken doesn’t, regardless of what they might say. Nordstrom? … Continue Reading
Posted in Customer Relations, Marketing and Sales, Sales
Tagged clients, customer relations, customers, marketing, sales, sales management, small business advice
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Is Distribution Dead?
It’s difficult to talk to any owner of a small distribution business without hearing complaints about competition from the Internet. Their criticisms are pretty universal, regardless of the goods being distributed. “Customers call with prices they claim to have found … Continue Reading
Posted in Customer Relations, Marketing and Sales, Sales, Strategy and Planning, Technology
Tagged business strategy, sales management
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Left Behind
As business owners, most of us understand that the people who help us get our company to one level may not be the folks who can get it to the next. A great salesman may not be your next sales … Continue Reading
Posted in Entrepreneurship, Strategy and Planning
Tagged financial, management, sales management, small business advice
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