The Value of Maintenance Work

We add one client and then we lose one. There’s no real growth in maintenance work. We have never done a campaign push to grow the maintenance side of our business. Should we focus there? And if so, how do we do it?

Thoughts of the Day: Consider the effort that goes into getting new customers. Make sure that the business lines you’re growing have long term value. Teach your employees about how valuable repeat customers are to the business, what that means to the company’s well-being long term, and what they can do to help.

Continue reading

Share

Growing Revenue and Sustaining It

Our company is facing a growth hurdle: We’ve never averaged the level of sales / day that we have an opportunity to do this year. Worrying if I’m trying to take on too much, while excited about the opportunity for so much growth. How do I best steer my company through this challenge?

Thoughts of the Day:  Avoid the trap that too many businesses experience: up and down growth due to taking on work they cannot sustain. Be mindful of the gifts the economy will, or won’t throw your way. Plan out growth in stages.

Continue reading

Share

Who’s Right for Sales?

We have an employee who we think, perhaps, is the wrong fit in sales — or is it too early to tell? Should salespeople have more experience? (Fortunately he’s doing well in account management.) What should we be looking for in a salesperson?

THOUGHTS OF THE DAY:  Should you hire for experience or train from the bottom up? When it comes to sales positions, there is no one size fits all. Account management can be a great starting position for people who want to go into sales. Does your candidate want to go into sales?

Continue reading

Share