PrintGrowPro | SalesGrowPro. Improve your sales team results. Call today at 314.753.2802
Go to Home page
Top navigation bar. Choose: Home or About pages. Go to Home page Go to About page Go to Virtual Training page
Thoughts for the Week

Posted on April 30, 2012 under Thoughts for the Week.

 

Sales 101:  On your next sales call, stop and say to yourself  –   WAIT.  Why Am I Talking?

Make it a great week!!!!!

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”

Follow me on Twitter – http://twitter.com/printgrowpro


Comments (0)
Want Your Company To Become A Magnet for Talent?

Posted on April 25, 2012 under Sales Management 101.

Combine Your Performance Review Process With Your Talent Inventory (Behavioral Assessment) Management

As I have said many times, ‘IT’S ALL ABOUT TALENT!” and true leaders are not only great developers of talent, but they truly understand the strengths and weaknesses of their existing teams.

Who are the leaders within your organization? Is it your CEO? Is it your first line supervisors?  Department heads?  Shift supervisors?   Do you even know (or have you ever even asked yourself the question)?

More importantly, have your ‘leaders’ been given the tools or the training they need to attract and retain top talent?

The American Society for Training and Development (ASTD) has determined that in the typical manufacturing environment (think commercial printing) the average American supervisor (we are now calling this person a LEADER) is afforded less than 16 hours per year of ongoing professional development training.  The data-driven tools at his or her disposal are even less impressive.

When you consider that the #1 determinate of worker satisfaction and overall productivity (for a CSR, a pressman, a receptionist, a sales rep, an estimator) is whether or not the employee gets along with and feels appreciated by his or her supervisor, doesn’t it seem counterintuitive that our leadership teams aren’t given more tools that would enable them to reward, mentor, nurture, maintain, and attract TALENT?

We must begin looking at each and every employee as TALENT, each and every supervisor as LEADERSHIP.  The ultimate goal is to create a work environment that actually serves as a magnet attracting people who can make a difference 24/7.

If you are committed to making your company a great place to work, you have to show your employees that you are committed to their career advancement, professional growth, and personal development.  You have to put people first – talk the talk and walk the walk – really!

I would propose that the very best way to do this is by ‘marrying’ your performance review process to a talent inventory which can be created via the administration of a companywide behavioral assessment.

I can’t stress enough the importance of performance reviews (done correctly) for all employees — including sales reps.  Finding the time and the dollars to fund your people budget (training, recruiting, reviewing) isn’t optional. Nothing is more important than developing people.  Not treating the talent review process as a priority is a huge mistake.

It is the boss’s responsibility to find a way to work well with ‘imperfect’ individuals.  It is not his or her responsibility to convince the employee there exist critical flaws that require an immediate fix.  Replacing a traditional performance review with one driven by a psychometric talent inventory promotes straight talk and promotes the team approach to personal growth and increased corporate profitability.

Improvement is a personal responsibility.  As a supervisor, I can’t motivate you, I can’t change you, and I can’t make you want to be better.  I can, however, create a trusting relationship based upon my genuine interest in helping you achieve your personal and professional goals as outlined in the results of your individual behavioral assessment.

In organizations without complete talent inventories, management normally begins preparing promoted employees AFTER they are promoted.  Since the necessary preparation for their ‘next’ career stop wasn’t identified in advance of promotional opportunities becoming available, the learning curve for new executives and senior managers becomes much greater and far more expensive.

With no talent inventory in place, companies typically don’t have adequate data and systems in place to help employees create individual, customized career paths.  The appropriate career paths aren’t recognized and addressed until too late in their career meaning talented employees end up leaving prematurely because they aren’t shown reasons to stay.  The results of psychometric testing show talented employees suitable career options and give them solid justifications for not feeling the need to ‘test the waters’ with a competitor.

When an internal opening occurs, and there is no inventory of human capital in place, companies find themselves having to look externally for candidates.  This takes time and money and current employees who might match job openings perfectly get overlooked because their talents are not identifiable or manageable.  An on-line employment (psychometric) testing system can help identify and manage talent in a way that turns human resource information into a corporate asset insuring that deserving employees are not passed over for opportunities.

 

Remember, you don’t motivate employees.  Motivation is the desire someone has to do something.  An organization can, however, foster conditions that bring out opportunities for people to become motivated — and the existence of a talent inventory can be one of those conditions.  Employees have to be able to find meaning in their work; meaning can be a motivator and an employers’ willingness to assist in that search (for meaning) can result in huge corporate gains.

Make it a great week!!!!!

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”

Follow me on Twitter – http://twitter.com/printgrowpro

 


Comments (0)
Thoughts (Questions) for the Week

Posted on April 22, 2012 under Thoughts for the Week.

 

 

Thought Questions

Thought Questions

 

Thought Questions

Thought Questions

Thought Questions

 

Thought Questions

 

Thought Questions

Thought Questions

 

Thought Questions

Make it a great week; remember that your time is precious, spend it wisely; keep in mind that being ‘present’ can turn a chance meeting into a quality connection; and try to make today tomorrow’s “Day I will remember forever.”

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”

Follow me on Twitter – http://twitter.com/printgrowpro


Comments (0)
Thoughts for the Week

Posted on April 9, 2012 under Thoughts for the Week.
Sales 101: 6 Quotes For Sales Professionals

Posted on April 3, 2012 under Sales 101.

Do you have an edge?  Are you smarter, funnier, more disciplined than your competitor?

Read (and maybe even memorize) these 6 quotes every day for 28 days (which is how long the experts say it takes to develop an efficient and effective selling habit) and see if it doesn’t make a difference.

1)  Positive momentum is something that all top sales people find, build and maintain ALL the time.  They avoid negative people, poor time management, and blaming others for their failures.

“The most powerful ingredient in business is positive momentum; get it; keep it.”

2)  Want to double your personal productivity?  Repeat this quote to yourself every day before you leave the office.

“What have I done today to generate business for tomorrow?”

3)  Before someone buys from you, they must first trust you and like you.  Remember, the client is buying you, not your product.

“In order to win a woman or man to your cause, you must first make a friend.”

4)  Sales ‘pros’ deliver exceptional customer service before, during and after the sale.  Result?  Referrals. More satisfied customers will result in more referrals which will result in more income.

“My income is tied directly to the service I give to my clients and prospects.”

5)  Remember the Albert Einstein quote:  “Insanity is doing the same thing over and over and expecting a different result.”  Sales professionals know that standing still is not an option.  You are either moving forward or you’re moving backwards.

“You can’t do the same thing every day and expect a different result.”

6)  Selling is an art and a science.  To become successful in sales you have to know sales.  With knowledge comes confidence; with confidence comes a more positive attitude; a positive attitude is a key to more sales.

“No sales = No money.  Know sales = Know money.”

 

Have a great rest of the week and thanks for being here.

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”

Follow me on Twitter – http://twitter.com/printgrowpro


Comments (0)
Thoughts for the Week

Posted on April 1, 2012 under Thoughts for the Week.

Happiness

18.

Happiness

19.

Happiness

20.

Happiness

21.

Happiness

22.

Happiness

23.

Happiness

24.

Happiness

25.

Happiness

Have a great week and thanks for being here.

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”

Follow me on Twitter – http://twitter.com/printgrowpro

 

 


Comments (0)
Post Subscriptions