Hold on to your hiring hat because good help is about to hit
the streets in droves.
These tough times will create an opportunity for
you as people start to lose their jobs. Layoffs
mean that plenty of good people are going to be looking for jobs, and
many will be willing to look at industries they would
have never considered before.
At the end of the day, your success is predicated on the quality of the team members you have in place. If you stick with a team that isn’t working, you’re betting your company, your income, and your family’s future on these individuals.
With political campaigns going at full speed, mailboxes across the country are going to be stretched to the breaking point in the coming weeks with direct mail, promises, and pleas from elections national and local. This overstuffing could impact your company's direct mail if you’re not careful.
In the world of contracting today, the family-run business is just as prevalent as ever. It’s not unusual to see family members working together trying to make money every day. However, as you’ll see, that family focus can sometimes lead to family failure.
My Sales Champ vs. Sales Chump column evoked a lot of feedback opening a separate topic that should be addressed quickly before another owner out there makes the same mistake with a high-performing salesperson.
When I addressed the challenge of “How do I inspire my salesperson to sell more” in my last column, it all started with selling your team on selling. But, once they are fired up about selling, it’s time to get into the nitty-gritty of sales management.
In order for you to have a better salesperson, you must be a better sales manager. It’s always easier to lay the blame on others and point out that it’s their fault that they’re not selling. But to quote Harry Truman for the millionth time, “The buck stops here.”
More
and more communication in our world is happening via e-mail. It’s getting to
the point that actually talking to people is becoming obsolete. But
HVAC sales are still personal sales that require a personal approach.
When Jim Croce sang his tale about Bad, Bad Leroy Brown, he dropped in that line about Leroy being meaner than a junkyard dog. But what if you could learn a few things from an old junkyard dog?
You just hired a new salesperson and he’s knocking sale after sale out of the park. This guy is a natural, and you’re ready to crown him the “sales champion of the decade” after his first three record-breaking weeks. The weird thing is he doesn’t have any technical knowledge. After being trained, he falls apart. What happened?