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This is a bottom-line environment. Decreasing the downtime of revenue producing employees is a major concern. Efficiency, effectiveness, productivity gains, lowering expenses and increasing ROI are words we are all hearing more of these days. Yet "Sales and Marketing Management" magazine says that less than half of today's sales forces have ever sold during the type of economic market we are currently facing. Investment Aside from the obvious investment in training, sales professionals are provided with tools to help them become and remain competitive in their sales efforts. These include technology tools such as cell phones, beepers, laptops and now wireless PDAs. All at an additional investment. But technology is simply an accelerator. Understanding and applying organizing principles is what helps propel staff into increased productivity. Understanding organizing principles and processes Learning key organizing principles is one of the most important elements to success. It involves understanding the big picture while executing the small detail. It's synergistic. Yet all too often my clients think that getting or giving staff just one more tool is the key. The magic pill. Principle-based organizing teaches the big picture and how it works to your advantage. Once this is understood, applying the process' becomes more meaningful and easier. The tools, in turn, accelerate the process. Does staff know the basis of all time management programs? Do they know their paper management style? If the answers to these questions are understood and the principles applied, then tools can be used to speed things along. Learning the formula 'Organizing 101' isn't a course most of us have taken. From the time a child starts school to the day they become a contributing adult in a working environment, they struggle first to understand how to get organized and then how to remain that way. They clearly see the benefits, but chances are they have never had the training, knowledge or role models to help them. S2P2M2 is a formula I share with clients in order to help them remember the big picture. Set up a System. Practice the Processes. Manage and Maintain. Is your sales force using a similar equation for success? Copyright 2002. Cynthia Kyriazis. All rights reserved. How I Sell My Domain Names. - Learn To Find Buyers For Your Domain Names. Earn Cash Doing It! Be A Video Game Tester! - Test New Video, Pc and Console Games and Get Paid Doing It - Large # of Daily Sales - Converts 1 in 8 - Make $22 per Sale. Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 | 68 | 69 | 70 | 71 | 72 | 73 | 74 | 75 | 76 | 77 | 78 | 79 | 80 | 81 |
More Articles:1. Transparency: A Key To Your Effectiveness By Roger Schwarz Last month I talked about the Skilled Facilitator principle of being curious. This month I want to talk about the complementary principle transparency. Transparency has recently become a popular topic in business as organizations seek to build (or rebuild) trust with customers, shareholders, and employees. This morning as I opened the op-ed page of my Sunday New York Times, the title read, "The New Public [NY Times] Editor: Toward Greater Transparency." Whether you are a leader, consultant, fa… 2. Encouraging Behavior That Gets Results By Guy Harris You’re the boss, and you have every reason to feel good about your organization.You’ve built a great team.You’ve put strong players in every spot.You have clearly defined procedures for every part of the business.You have incentive, safety recognition, and bonus programs.But something doesn’t seem quite right.Somehow, there seems to be a sense of unease. You can’t put your finger on it exactly, but you know it’s there. It’s what you wake up at 2 a.m. worrying about.What are the symptoms?Well… 3. Effective Transition From Employee to Leader By Kreg Enderson Changing roles from employee to leader can be fun and very rewarding. It usually brings about more pay, more responsibility, and prestige. But it can also bring about some potential pitfalls as well. Here are 3 areas you can anticipate in advance as potential problems.First of all, many of us jump into our new role and never really know what is expected of us. We find out as time goes on just what we are not doing, typically from tough feedback from our manager. Take some time and study y… 4. Passion Equals Profits Many people often ask me why I do what I do. That is, why do I spend so much time during my waking hours working on my internet business?To be honest, I sometimes ask myself that same question.So, I decided to sit down and figure out why I am prepared to give up days upon days of my time when others are out enjoying the weather or relaxing over a cup of coffee. And the only answer I could come up with was this – I love what I do.As simplistic as it sounds, this is the source of my energy and ent… |
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