The only person that really matters in the assessment of an employee is the employee.
When setting up their assessment.
Ask them for their input.
Give them 5 objectives that they would like to achieve / be assessed on. (verify they work within the scope of their employment agreement..)
Use a 25%, 20%, 20%, 15%, 15% scale for each objective.
Review each quarter.
Then relax and enjoy your team..
Social Networking is great, but…
Don’t forget traditional networking when building a company.
The face to face relationships and community involvement is often undersold in today’s cyber environment.
Balance, balance, balance…
Why do your clients leave you?
Price?
Think again.
People leave because they don’t think you care.
To increase your retention of your current client base, increase the number of client touches or as we like to say…Show The Love.
Showing the Love should be a policy and procedure of every company (and every person).
Even the greatest minds are turned off once in awhile.
One key to success is to recognize when you mind is on idle, take time to enjoy the slow motion, and wait until you are ready to restart.
Talking to a friend today.
They just uncovered a new opportunity, to take advantage of this opportunity they are going to create a Marketing Plan.
Sometimes when you uncover an opportunity, it’s best to first get on the phone and gauge the market before ever spending time on a plan that in most cases will never be used.
Recognize your error. Apologize and move on.
There is no such thing as a Stranger.
There are are however, Strange People.
Even Strange People have pain.
Leadership = Influence
Management = Discipline
Alcohol Anonymous is a proven way to change a behavior.
In the case of AA, it is the changing the behavior of one who drinks to one that does not drink. The systems works through a system of steps and then weekly accountably meetings.
The same principles can be applied to sales. Most sales people go to a sales meeting, get “healed”, start selling a little more than normal, but in time revert back to their old habits.
To change bad behavior a sales person needs weekly reinforcement of good behavior. Make sure your sales program includes this key component.
When prospecting, balance your calls between your % of income you receive on existing accounts and new new accounts.
Ala if 20% of your revenue is based upon recurring client income, 20% of your prospecting calls should be to those folks showing appreciation, setting up additional product information sessions, or value added VIP meetings.
Count those calls as your prospecting activity.
These show the love calls are often missed by most sales managers.
