When the going gets turbulent and recessive, the resourceful can thrive
Aug 14, 2010
The business community is now in the midst of one of the most turbulent and difficult of times, the economic recession has made nearly everyone reluctant to execute any action that requires any risk. Yet unrealistic fears are the greatest danger in these unsettled times with courage and optimism being the greatest assets one can possess. Contrary to the beliefs of many, not all actions designed to expand your business by improving sales require a great deal of expense. Some of the most effective ways in which a sales force can be coached into increasing the customer base cost almost nothing. Simply treating your sales people with the kind of rigorous politeness that is generally part of how you would interact with fellow volunteers can do a great deal to improve your sales and business bottom line. Speaking and acting positively, giving encouragement and sensible, constructive feedback cost little to nothing yet can do wonders to improve the attitude of the sales force. Giving out simple rewards for performance as well as attention has been demonstrated to be an extremely effective way to keep your people motivated and productive. There are many ways to do this, which is the point effectively made several times in this book. Altering the stress on the word in a sentence can dramatically change the interpretation, turning what could have been a compliment into a statement that would be considered a criticism. Humans are simultaneously complex and simple creatures and the key to good management is to take advantage of some of the simple and consistent characteristics that people have. That fundamental characteristic is the desire and perhaps even need to be praised by persons considered higher up in the relationship hierarchy. It all starts with what we receive from parents and other older relatives and when we get older moves on to supervisors in our working environment. Surveys have demonstrated over and over again that getting positive feedback and being appreciated for doing a good job rank very high on the scale of what workers desire. In fact, even workers with high-paying jobs will become dissatisfied if they do not feel appreciated by superiors. Advice can be cheap in terms of dollar value and cheap in terms of effectiveness. There is none of the latter in this book, this advice is inexpensive to acquire and execute yet can make the difference between your continued success or adding to the current depressing unemployment statistics.
Connellan, Tom. "Turbulent Times Leadership for Sales Managers: How the Very Best Boost Sales", Peak Performance Press, 2010 Boosting Sales Amos Lassen Here is a book that has been research-based and tested in the crucible of the marketplace. It shows the reader how to boost sales in any economic condition. Connellan's research uncovered skill sets which he gives to us here in which leaders of high performing sales reps are 22% … more
This satisfyingly straightforward, no nonsense guide to managing sales growth in a period of economic decline belongs on the desk of every manager who is dependent on a staff of salespeople to survive. Author Tom Connellan is known as a 'tough talking and truth telling' keynote speaker for motivating managers and salespeople alike to improve the strengths they already possess - and just may not know it or not know how to maximize their strengths. Connellan starts with a basic … more
Charlie Ashbacher is a compulsive reader and writer about many subjects. His prime areas of expertise are in mathematics and computers where he has taught every course in the mathematics and computer … more
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Research-based and tested in the crucible of the marketplace Turbulent Times Leadership for Sales Managers shows the reader how to boost sales in any economic condition. Connellan's research uncovered skill sets in which leaders of high performing sales reps are 22% more effective than leaders of low performing reps. This book lays out in a step-by-step fashion how to put those three skill sets to work.