| Show This to the Boss |
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I just completed a two day seminar with a client we've worked with for the past 5 years. My VP contact, Steve, was telling me how their company has been cutting expenses by shaving everywhere they can. As he was red-lining what he could, it dawned on him. "Renee, 'success', he said, "It's not an expense issue--it's a SALES issue!" Steve's epiphany while attempting to make the CFO happy had more to do with generating more SALES and not just CUTTING expenses. When I conducted the training program--emphasizing new tactics in the down economy--last week, Steve pointed out that there's is a 100 year old company. "Even during the Great Depression," Steve pointed out, "We sold. AND we made money. Here we are today and sales are up, again." Now, why do you think Steve's sales are up? Management could think it's because he's been slashing operating expenses right and left? Steve knows the VALUE of sharpening his employees' saws. He brought me in again, as he always does, to bump up his salespeople's skills. He invested in that training, and I can assure you that many of their competitors' are not investing. Will those other companies make it to a 100 year anniversary? You know the answer. Recently Circuit City stores closed. Do you know why? Some say, "Well the economy stinks, so sales were down." Yep, sales were down, and the board of directors insured that when they fired all of their experienced store salespeople who were making a few bucks more than minimum wage. They were also knowledgeable and making sales. However, the decision was made to cut expenses by cutting the payroll. The seasoned, sharp people were fired, and inexperienced, untested "salespeople" were brought in at the minimum wage rate, and told to get out there and sell. Of course it's impossible to make sales when you aren't trained and are on a sales floor text messaging friends about how dull the job is because there isn't anything to do! How much money do you suppose Circuit City invested in training these new hires? Were the bean counters at Circuit City happy about the cut expenses? They were beyond thrilled. It's just too bad they didn't think through that during ANY economy, increasing sales is the one-way rocket trip UP to making money. At this point, you may be thinking, "Boy, Renee is putting in her plug to train at her reader's companies." I don't deny that. You also know that I provide hundreds of ideas (no charge, thank you very much) on my website, so I can run a pitch once in a while! Oh, and my phone number is: 678 587-9911... Now for the news as it pertains to employment that I'd like you to share with your boss. According to the Bureau of Labor Statistics and the National Commission for Employment Policy, there are some ideas to consider: 1. By 2012, 50% of baby boomers will be out of the workforce. 2. During this same time, the talent pool of 35-44 year old employees will decline by 15%. 3. A massive shortage of skilled workers is going to make the labor shortage of the late 1990's seem like a "minor irritation". 4. Actively disengaged workers cost US companies 300 billion in lost productivity. 5. Only 29% of workers in the US are truly "engaged" at work. 6. Lower performing companies have over twice the turnover of highly productive companies. 7. Nearly 84% of HR departments do not use structured training programs. 8. Return on trained salespeople is anywhere between 60-300% higher for companies who invest. 9. To be competitive and successful, management needs to rethink their greatest asset--their people! In short, the theme for this newsletter to share with your boss (and your boss's boss) is that in order to GROW your sales, you'll need to INVEST in your people. If you need ideas, go to: www.salespeak.com and click onto the "articles" tab. You'll have hundreds of ideas that you can immediately use. In addition, we have the video series (not to mention training programs) that will help you sharpen your saw. Good luck and happy selling! (c)Renee Walkup, All Rights Reserved, SalesPEAK, Inc., www.salespeak.com, 678 587-9911 |
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