The Infamous Gatekeeper You’ve got your eye on the top sales spot at your company someday. You know to get there you must make a bunch of cold telephone calls today.Steeling your resolve, you reach for the telephone and dial the first name on your sheet. The phone rings, and you await the inevitable, palms sweating. Because you know to… Read more »
Creating a Turn-key Organization pt ii: Developing Leadership Ability Within a Company Just as you need to acculturate your entry-level hires, you must also train new managers. If you hire a seasoned manager from outside the firm (a practice I strongly discourage) you will need to acculturate your new hire too.
Building a Turn-key Organization part 1 You must acculturate new employees Last week I explained how to lead your customers. This week we’ll explore how to lead your new employees and fold them quickly into your company culture. What is some of the scuttlebutt that employees grumble about their managers around the water cooler? They’re overbearing, indecisive, lazy, oblivious, etc. If you sift… Read more »
In the corporate world, managers often instruct salespeople to collect payments. On its face the idea seems sound. A rep makes the sale so why not have her collect the payment? Having a rep accept receipts also provides a reason for the rep to stay connected. However, the policy has unintended consequences and can result in huge customer service fallout.
In the last post, I shared that your prices are too low and you’re leaving money on the table. If you’ve ever worked at a business when it raised its prices, you probably endured grumbles from customers. Justifying the increase becomes so exhausting that many merchants take the path of least resistance and swallow the increased expenses. But what if you… Read more »