We have concerns regarding our sales and service people. We need to see more intensity and passion. How do we help these people get there?
THOUGHTS OF THE DAY: What is it that you’re trying to accomplish? Define your real objectives. Give people a mission worth caring about. Take time to prepare your message so that it’s well received. Practice being adaptable.
We’ve hired several young, entry level workers, and we’re hoping to maximize our opportunity with them. Not sure if anyone at age 21 knows what they want to do, but you have to start somewhere. How do we tap into their potential without burning them out?
Thoughts of the Day: There are many reasons to figure out how to hire and retain an entry level workforce. Be sure to consider the young workforce’s needs when it comes to retention, but don’t forget to deal with the basic needs of every employee regardless of age or experience. Add doses of supervision, mentoring and coaching.
I know sales can benefit from the guidance of a sales and marketing plan. But we don’t have one. What goes into that kind of plan? How do you make a plan that will be as effective as possible?
THOUGHTS OF THE DAY: Define on paper what results you want to achieve in sales and then in marketing. Describe how resources will be allocated to achieve the goals you’ve set. Then measure results and adjust.
Want to have our field people get out the door faster. Some arrive late, and when they do punch in they take their time getting on the road. The field crews can’t get their work done and we can’t make money unless everyone is here on time and out the door almost as soon as they get here.
Thoughts of the Day: Time is money – make sure your people understand that principle. Minimize opportunities for delay. Have a system to minimize delays. Focus on a factors that contribute to enhanced performance.
We need to grow sales, which means increasing the number of people we have calling on potential business opportunities. Unfortunately we can’t get people to come in to interview for sales positions. How are we going to grow if we can’t find the people we need to help us get there?
Thoughts of the Day: If you can’t find it, build it. Look further afield for candidates. Map out a process that anyone can follow. Build a profile of who you’re looking for.