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Growing Your Team
Much like a lack of ability to effectively communicate, you can have a top 1% plan, but if you don’t have the right talent to execute that plan… well, it’s worthless, really.
If you’ve ever hired the “wrong” person, and had to deal with the fallout, you know how costly it can be. If you’re lucky enough that you’ve never experienced that, consider yourself quite fortunate. Either way, in this section you’ll find resources to help you build your dream team, develop your farm team and ensure your entire team has the right skills and motivation.
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WHITEPAPER: 4 Critical Steps to Building a Successful Sales Team
Jerry Scher & Paula Collins
Whether purely transactional, consultative or a blend of the two, creating a successful sales team is generally a make or break proposition for most businesses. You've likely heard "it's not a business until something gets sold." So, unless you have money to burn and don't care if you ever make even a small profit, a successful sales team is must. . . .
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Building Your Sales Team in an Economic Downturn
Jerry Scher, Our Green Value
Significant challenges are being felt by most companies in this sluggish economy. Hot topics for discussion include revenue declines, loss of clients, reduction in profitability and the need to reduce overhead. . . .
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ARTICLE: Is Anybody Listening?
Jerry Scher, Our Green Value
Have you ever been frustrated because an employee didn't follow directions? Have you ever had to redo a job or an order, at your expense, . . .
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Choosing the Right People
Jerry Scher, Our Green Value
We've covered the importance of defining the role of professional sales person in your organization. This analysis must take into consideratio n what your clients are looking for in a sales representative. In years past, the sales person was the primary source of information; however, in t . . .
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Design Effective Sales Training
Jerry Scher, Our Green Value
The progression that leads to the development of an effective organization requires careful planning and execution. As you expand your team and search for the right players, your focus should be on the knowledge and competence that employees can contribute to your organization's efforts . . .
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SPREADSHEET: What's the Cost of Losing a Client?
In July 2009, Walmart® made a game-changing move with the introduction of the concept of a “sustainability index” complete with 15 questions for each of their vendors to answer. Maybe you were not among the tens of thousands of vendors to receive the questionnaire. It doesn't really matter. The trickle down effect is going to be profound. Not convinced yet?/stron . . .
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PUBLICATION: Harrison Brochure
The prize that got away. Predictable outcomes are the result of strong, well documented systems. You have systems for what you manufacture or otherwise produce or sell. If not, you'd be reinventing the wheel (and sometimes not a very good one) every time you deliver your product or service. Certainly not a good business practice. Neither is having a weak system for identifying strong manag . . .
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WORKSHEET: What We Value
Wow, we didn't see that coming. Even the most technically qualified person on your shortlist might not excel at your company.Most new hires that don't work out were selected based on eligibility (can they do the job) and fired for a lack of suitability (will they do the job well at our company). Use this quick survey to find out what your team values. Then consider a third-party objective assessment that examines suitability. Cut the next "bad" hire off at the pass, long before they demonstrate their lack of suitability, especially with your best client. . . .
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WORKSHEET: Suitability Examples for Job Descriptions
Who is really qualified? You may love your plumber, but you wouldn't hire him to do your dental work, would you? Of course not. If you have a toothache, you have a set of clear requirements about who is qualified. Do you have an equally clear mental picture of your next hires, especially those related to your green and sustainable initiatives? No doubt, even in today's market of high unemp . . .
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WORKSHEET: Our Recruiting & Scouting Plan
Recruiting a winning team. College basketball scouts know exactly what they're looking for every time they enter a gym. The coaching staff has clearly identified the positions the team needs to fill over the next four rolling years. Who are upperclassmen? Who might turn pro before graduating? What about the injured list? If you haven't identified . . .
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WORKSHEET: Consider This!
But he was such a great sales guy! Why isn't he a great sales manager? If you've ever promoted a sales superstar only to have them flame out, you're not alone. Learn how to avoid this mistake. DOWNLOAD NOW . . .
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ON-DEMAND CLASS: Who Do You Sell To - Cost Center or Profit Center Managers
Jerry Scher, Our Green Value
Do you struggle with deciding who you should meet with at an account? Have you found that the person you meet with frequently doesn't have the authority to make a decision? In this On-line class you will learn about the different agendas that Cost Managers and Profit Managers have and how to sell to them. . . .
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HOW-TO: Interview Guide
Interview Guide. Wait, am I the good cop this time? In a police interview, good cop, bad cop works only when the roles are defined before walking in the room.The same is true for interviewing potential candidates, although certainly not as confrontational! Walking in the room armed with a job description and a vague idea of who you're looking to hire is a formula for disaster. . . .
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