HOW do you sell?

Sure, the owner is a great salesperson.  But can he explain how to do it to a team of others and multiply his time?

Does your company have a SYSTEM that you can train people on, step by step; a right way to do it?

Command and control

If all you do is sit in the corner and approve every action and give orders, you’ll wind up with a team of order takers.  As soon as you’re not around, they can’t think for themselves. 

Build your organization so it runs without you.  Automatic systems, processes that work, well trained and empowered people that can think…

You don’t really want the pressure of being the central switching station, do you?

Second place is first loser

Sales is a competition – and no matter how many vendors the prospect talks to, they only buy from one.

Are you REALLY going for the win?

How do you prepare for battle?

Invest the most in people with the most potential

The purpose of leadership is not to develop the most followers.  That’s addition.

It’s to develop other leaders.  That’s multiplication.

Invest the most time in your business with people with the most leadership potential, not those with the least.

Self Leadership

If you can’t lead yourself, or discipline yourself to follow your own best advice, then why would anyone else follow you?

Poor Johnny had to settle for a sales job…

“Salesperson” is the most important job in the company.  And those that take it seriously and learn HOW to do it expertly are your most valuable employees and should make a ton being paid straight commission when they get big results.

At your place, do salespeople get the expert training they should, and have the commissions available to them they deserve?

When people grow, companies do too.

You can never have a growing company if your people aren’t growing.

Grow your people, including yourself.

It’s the fastest way to grow your business.

People don’t automatically get better.

Getting older – that’s about the extent of what people do automatically.  People don’t automatically get better.

If we care if they get better, we have to train them.  Training increases morale, quality, customer satisfaction, job satisfaction, confidence, self-esteem, performance, results and decreases turnover.

When is your company’s next training scheduled?

Abdication – the seed of big problems

Delegation is when you explain to someone the results you want, by when, let them do it, and check in every so often. 

Abdication is when you say to someone – “Here, you run this part of this business the way you see fit” (I don’t know how or don’t have the time or interest), and then let them do whatever they want.

When you let other people do your important thinking for you, like running a department or your whole business however they want, the outcome is out of your control.  If you’re incapable, that may (unlikely) or may not (likely) be a good thing.  If you’re capable but unwilling for whatever reason, it’s likely to be a train wreck eventually.

Run your business by design – one you create on purpose.

Self Illusion Hiring

When we REALLY need a certain kind of person with particular skills, we can wind up hiring a person in a rush and make a mistake.  We so desperately want this person to be the one we needed, that we trick ourselves into believing they are.  But they’re not.  We rushed and we made a big mistake.

Just because you are in a hurry to fill a position doesn’t change the fact that if you don’t talk to a lot of people, and check the final candidates thoroughly and many times, you are going to make a mistake. Then your urgency problem gets worse. 

Hire right, even if you’re in a desperate hurry.