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| NAW SmartBrief Spotlight on Sales |
| February 22, 2007 |
Get the most from your sales team
Allow your salespeople to set their own sales targets, and chances are they will set aggressive goals and work harder to achieve them. "By including your salespeople, you give them added motivation to succeed," says the founder of a consulting and business coaching firm. "But without inclusion, salespeople will figure out the best excuses in the world why they can't achieve." AllBusiness.com (2/22)
Need a fresh set of brand-loyal customers? Try classrooms
Classrooms and educational institutions are excellent places for businesses looking to increase their brand visibility. They can hand out free samples or literature, explain the benefits of products and provide educational information on production and profits. Manage Smarter (2/20)
Make a seamless switch to new management position
There are pros and cons to taking on a new management position, whether you are promoted internally or brought in from the outside. If you are an outsider, get to know your new employees and co-workers by talking with them and your clients and offer an objective opinion on current office situations or issues. On the other hand, it's important to take charge in your new leadership position, and don't be afraid to let go of former responsibilities if you move up from within the company. American City Business Journals (2/26)
Put the CRM to good use
The time may have come to update and improve your customer relationship management strategy if you find that it is missing the mark of success you'd like to see. Get all departments caught up on its capabilities, add or delete features to get exactly what is needed, and verify that all groups are regularly using the software and updating information to make your CRM run smoothly. Manage Smarter (2/9)
Coaching for HR spreads benefits throughout the business
Career coaching is common throughout the various departments in business, but human resources, which is commonly responsible for organizing the coaching, usually gets left out. Provide coaching to HR representatives that will teach them to better market themselves and the company. HR Magazine (2/2007)
Dos and don'ts of obtaining free press
"Experts say that free press is worth more, inch for inch, than paid advertising," says business writer and consultant Doug Stern in MarketingProfs.com. "That's because free press has the appearance of being a third-party endorsement of what you and your business have to say."
Maximize your salesforce's productivity
Did you know that inside and outside salesforces are 30% to 40% of the typical distributor's operating expenses? Many distributors don't know that or how to measure sales productivity and whether they are becoming more or less productive. Let Restructuring the Distribution Sales Effort for Maximum Productivity guide you through the process, from the traditional fully loaded salesforce cost structure to new salesforce models that promise higher profitability.
Practice lean warehousing and eliminate wasted space and time
This is the first book to apply the "lean manufacturing theory" specifically to the world of warehousing. Lean Warehousing discusses the "why of getting lean" and shows you how to eliminate wasted space and time in a systematic approach, so you have a leaner warehouse operation tomorrow than you do today.
Do you have an "office spouse," or confidant?
Yes, my co-workers are like family
No, I keep my professional life all business
I consider my co-workers casual friends, but that's it
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