Thursday, April 28, 2005

What is the cost of a Hiring Mistake?

According to one source, for a salesperson whose base salary is $40,000 and has an annual sales quota of $500,000 it can be as much as $302,000. That's based on you letting them go after six months. Pretty shocking. Of course this takes into account the lost sales from lack of production as well as actual hard cost of benefits and salary. It also includes management time to manage the situation. Let's face it, people don't put on their resumes they are terrible at following up or hate doing cold calls. Resumes always look great.

So what can be done? We believe utilizing an assessments is the answer. For example, the assessment we use can give you such specific information about a candidate such as call reluctance (cold calls) and follow-up skills. If you need a hunter and the candidate is a gatherer, there might not be a fit. So if you don't want to pay later for the mistake of a bad decision, you might want to consider a small investment now to assure a qualified hiring decision.

If you want to know what your sales mistakes have cost you, check out and utilize our Mistake Calculator to get the hard facts.

Wednesday, April 27, 2005

Best kept secret . . . at least to me!

I love to do internet research. My favorite thing to do is help my clients in their sales efforts. So I try to keep up with their industries and learn more about how I can better serve them. Imagine how thrilled I was to find out about Google Alerts. Just go to and then click on More and you will find a list of things you can get with Google. Alerts allows you to set up special searches such as "Entertainment Farms" and on a regular basis, i.e. daily. You will then get the results of those searches. I set mine up to include news and web searches, which gives me a rich blend on information.

What does this do for me and my clients?
  • I can keep up with latest trends and statistics,
  • I see who the competition is and what they are doing, and
  • I can send articles of interest to my clients which lets them know I am thinking of them. Just another way to give your clients a warm touch. Part of the Bonding and Rapport piece.

So go and set up some Alerts, use the results to stay ahead of the curve and serve your customers. It will be a great tool for you and your business.

Tuesday, April 26, 2005

Why is the phone so heavy?

Are you like the many sales professionals who hate to do cold calls and see it as a necessary evil? Any one who says they like doing them is usually not telling the truth or is certifiable. So how can we take the sting out of cold calls?

  • Stay focused on the goal or the reward. Always remember that overtime cold calls generally pay, and quite frankly, they can pay handsomely.
  • Remember, cold calls are not forever. As you grow in the business, learn and integrate the tools, techniques and philosophies of the Sandler System, you will not need to do cold calls because you will be busy following up on all the referrals you will be getting from your clients.
  • Cold calls are a great place to practice the techniques that you are using. You have nothing to loose and everything to gain. Try something new, specially when you are doing cold calls in person.
So the next time you decide to make a dentist appointment instead of a cold call, remember the above, get on the phone and create your future, one call at a time. You can do it.

Sunday, April 24, 2005

The Power of Focus!!!!

I'll admit it, I am distracted easily. I have always chalked it up to my innate ability to multi-task and manage many priorities. Unfortunately, it can be a hazard. I tend to fly by the seat of my pants instead of working a methodical plan. Wow, even the word methodical sounds so confining to me.

I just started reading a new book called the The Power of Focus for Women, and I realized that there is nothing wrong with having a plan and working it. It's more than just goals, but the actions steps and the actual implementation that make the difference. I have always been great at goal setting but easily taken off course because of my resistance to "schedules" and "regimented plans." As it is said "If you are not working your plan, you are part of someone else's plan."

For my attitude/behavior plan I will embrace the concept of planning and working a plan and develop and implement a plan. My first step is to create an environment of solitude that is conducive to planning. Thank you Borders, a good book, a cup of coffee and the Sandler System for making this all clear.

Friday, April 22, 2005

Just when you thought you heard it all . . .

At the last President's Club meeting a client mentioned that one of his clients asked him to participate in a Reverse Auction. I listened in disbelief as he explained. His client created a bid opportunity, on line, the he was to bid on. The only catch, instead of the prices going up like in normal auctions, they needed to go down. The clients was going to pick the lowest bid. What did he do? Being the professional that he is, he sat down and figured out what the job would cost and came up with his bid, he posted it and turned off the computer. Seconds after the computer was off, his client called to ask if everything was okay and why was he not there (why wasn't he playing was what they really wanted to know.) He told them that he posted his price and if he won great, and if not, it wasn't meant to be. After that experience they have created a company policy not to participate in these types of practices.

You really have to have an abundance mentally and the ability to separate yourself from the situation to keep you head on straight.

Wednesday, April 20, 2005

Empty the Sub Every time?

A light bulb went off at the last meeting and it seemed to resonate with quite a few of our clients.

First, you have to empty the sub every time, with every transaction and throughout the sales process. For example, you might get all the compartments filled and are ready to your fulfillment phase (dog & pony show) and then a new player (decision maker) is introduced to the process. What do you do? Call a time out and start over, overview what has previously transpired and then find out what the new player needs to make the decision. It seems so simple, yet it was amazing to watch our clients get it.

Second, you use the sub with everyone, not just new clients. That was probably the most revolutionary idea for some of our more experienced clients. One client who was coming through the training again said he thought of the sub when he was working with new clients, but suddenly realized he needs to use the sub even with his existing clients. Building rapport and checking to see what has changed in their world is always appropriate and helps to further develop the "Trusted Advisor" role.

Good stuff.

Sunday, April 17, 2005

Learn, Grow and Go

I am fortunate to work with an organization that believes in helping people achieve their goals through gradual and incremental change. Staub & Associates has been providing salesforce development and recruitment for 15 years. We provide training and lifetime coaching which is very different to the seminar approach to sales. What is the difference? Well as David Sandler said "You can't teach a kid to ride a bike at a seminar." Also true is you can't teach a person to be a professional salesperson at a seminar. Sure someone might get one or two tricks to close a sale or get past the gate keeper but that will not go far and it will not be sustainable.

True knowledge comes when the student learns, practices, learns some more, makes some mistakes, learns some more and then starts to own the learning. When the ownership happens, forget about the possibilities, they are beyond anyone's comprehension.

Friday, April 15, 2005

Sales is not a Four Letter Word

I used to hate to sell. In fact, I used to say I wasn't selling. People were buying me and my services. Then I realized I needed to go out and get them. That's when I found Staub & Associates who trained me on how to be a professional sales person utilizing the Sandler Sales System. Once I found a system, I was unstoppable.

After 13 years, I made a career change and here I am helping other people find out what I found out. Sales does not have to be hard or painful. Salespeople are not to be despised. In fact, a good sales professional should be considered a trusted advisor.

That's what I want for everyone. To be a trusted advisor and to help other people get what they want which in turn will allow them to reach their goals.