| |
 |
 |
January
2008
|
Information you can Count on.
|
|
| |
 |
How to Retain Top Sellers |
|
| |
|
You Have Them,
Now What You Need To Do
10 Steps to Keeping Your Top- Performing Sellers
- Make sure they fit the job before you hire them. Don't just hire a
warm body to fill an open position.
- Feed their confidence by encouraging them to take ownership and rely
on their own decision-making skills; empower them to help their clients
without having to clear every decision.
- Coach them on the power of persistence; suggest they follow up phone
calls with emails and meetings with thank-you notes. This helps keep the
salesperson and the company's name in front of the client.
- Educate them on your organization's mission and values as well as
the products or services they sell. This will help them believe in what
the company stands for, as well as what they are selling.
- Define specifically what kind of performance the company wants and
how you will measure that performance.
- Know what's most important to them on the job and meet their needs.
Provide them with the resources they need to do their job well: reliable
phones and fax machines, transportation, assistants to help with
paperwork.
- Ask them to help you recruit their talented colleagues who would be
a good fit with your organization.
- Promote them only if they demonstrate the desire and the ability to
do the new job. Doing well in one area does not mean a top performer
will do just as well in the new position. He or she may not want to move
up. If not, offer new training that will help the employee grow in his
current position.
- Be open to new ideas and products. Top performers often see a way to
do their job better.
- Encourage honesty and integrity; don't ask a top performer to do something
you would not do.
|
|
Celemi Apples & Oranges Case Study |
|
| |
|
Making the
Conceptual Visual 
After exploring their options, Vermeer Manufacturing selected
Celemi Apples& Oranges,a hands-on business simulation
noted for its sophisticated content and clear alignment with
the company's business philosophy and internal measures of
success.
It isn't everyday that employees demand more business finance training;
but that's what happened at Vermeer Manufacturing, an industrial and
agricultural equipment manufacturer based in Pella, Iowa.
|
|
Great Sales Quotes |
|
| |
|
Something To
Think About.
Let us start with one of John's personal favorites about planning
ahead.
- " It wasn't raining when Noah built the
Ark"
Unknown
- "Real integrity is doing the right thing, knowing that nobody's
going to know whether you did or not." Oprah Winfrey"
- "All business success rests on something labeled a sale, which at
least momentarily weds company and customer."
Tom Peters,
management consultant
- "If you don't risk anything you risk even more."
Erica Jong,
author
- "People get caught up in wonderful, eye- catching pitches, but they
don't do enough to close the deal. It's no good if you don't make the
sale. Even if your foot is in the door or you bring someone into a
conference room, you don't win the deal unless you actually get them to
sign on the dotted line."
Donald Trump, business mogul
- "No matter how good you get you can always get better and that's the
exciting part."
Tiger Woods, master golfer
- "Executives owe it to the organization and to their fellow workers
not to tolerate nonperforming individuals in important jobs."
Peter Drucker, writer, management consultant, professor
- "Shoot for the moon. Even if you miss, you'll land among the stars."
Les Brown, motivational speaker, author
|
| |
 |
|
|
|
