Competent and incompetent sellers Call to architectural office: — Could you please tell me how much it costs to design a three-story house? — I can’t just answer that question like that! — Why? — Well, I need to know what the house will be made of, its area, layout, Continue Reading
How to properly pay the seller
If you’re asking for serious topics, be prepared for serious answers that can’t be covered in just one post 🙂 When evaluating the compensation of a salesperson, it is important to understand the following: Does the seller do any other work besides direct sales? How long does the sales cycle Continue Reading
Building sales from scratch
Starting conditions: There is a genuine willingness from the owners or shareholders to build a new business, and to ensure its successful operation, sales need to be developed. As mentioned earlier, when we talk about business, we distinguish it from self-employment and understand that by the term “entrepreneur,” we mean Continue Reading
Sales training
As we have already noted, the people you hire are like items on a conveyor belt that is constantly moving. We have also mentioned several times that if you only offer people money, they won’t stay with you and won’t be committed to their work. A significant amount of time Continue Reading
The role of a sales manager
To understand what keeps salespeople with you, we need to take a close look at the role of the sales manager. This is the lowest level of management, and in many high-turnover sales systems, it is also the most stable link. Additionally, if your business is at a stage where Continue Reading
Who wants to become a coach?
In my line of work, I have repeatedly been involved in selecting trainers, as well as their training and development. Strangely enough, despite the abundance of business trainers in Ukraine, it is very difficult to find a good, suitable trainer. This is especially true when it comes to sales trainers. Continue Reading
Key advantage in business
Table of Contents Toggle Employer advantages Market advantages Employer advantages When organizing your business, it’s essential to clearly understand what sets you apart from others. Why can’t the people who work for you do the same thing on their own? Why do they pay you by giving up a portion Continue Reading
On the managerial multiplier
Epigraph: “…But the cannibal replied – No!” K. Chukovsky, Barmaley. This text will be useful for regional managers to understand the logic of their managers from the central office, who “up there, see nothing at all.”One can talk endlessly about budgets, rules, standard expenses, and the like, but any rules Continue Reading
陰陽銷售組織
So, we have “three camps” in the organization.1. Accountants and financiers2. Back office3. Sales and related The first group counts the money and distributes it.2. The second one creates a product (rather than just a commodity).3. The third one works in the market. Each of the groups is clearly very Continue Reading
To capture the firebird.
If you are developing relationships with independent sellers who see you as a resource rather than whom you see as employees, you should feel a desire to influence the behavior of such sellers because: He should talk about our company in the way we want him to. He must adhere Continue Reading