Hiring (the right people) and Firing (the wrong people)

You’ve heard it a million times “Your most important resources are your people.” Employees control your company and its resources. Every company requires people to perform certain tasks within the organization; some companies just do it better than others.

Do you have the right people on your team? Ask yourself the following questions:

1. When your last few employees left, were you glad to be rid of them or did you wonder how you’d be able to continue to succeed?

2. Why did they leave? Did they leave because they didn’t feel you treated them fairly?

3. Do you take the time to train your people?

4. Have you ever conducted personality style profiles on your employees to see how they mesh together as a team and what they need for optimal training?

5. Are your employees happy?

One of the most common issues employees complain about during our review of organizations is their sense of unfairness. Now, you can say “baloney” and take the posture that employees are never happy--OR you can do something different.

Let’s assume that their FEELINGS are valid. Then what is it that makes them feel that way? What is it exactly that they are talking about? Well, for starters, they may feel they are treated unfairly. It is an extremely common complaint that it appears that certain individuals are receiving preferential treatment. Unfortunately, it often seems that the person receiving such treatment may also be the “slacker” of the group, or the person who “gets away with things” that others don’t. Thus, your better and loyal employees are the ones who often feel betrayed. They feel punished instead of rewarded for their loyalty and efforts. They don’t understand why you: 1) don’t hire better people; 2) don’t reprimand bad behavior; and 3) tolerate bad attitudes and performance.

So what can you do? A quick solution is to conduct a CONFIDENTIAL employee satisfaction survey. Ask a series of (no more than) 10 questions. Review the results. Share the changes your intend to make. And conduct the same survey next year, inviting your employees to hold you accountable for results.

To learn more about developing stronger, happier, and more productive employees, contact Market-Edge today.

Bob DiRosa, President & Founder of Market-Edge Services.

A Sales Process That Works

As in most business functions, sales operates best when a repeatable process is established. Different processes can work, but here are the key elements that have proven successful for many of our clients. We often turn this process into a scorecard because effective selling requires more than simply the ability to close (although if you were only going to be good at one thing, closing sales wouldn't be a bad choice...).

1. Identify your target. Pinpoint exactly who needs your products or services.
2. Call for an appointment. This requires you to get to the right person. If you don't have the appropriate skills to get through the "screener", then you lose.
3. Meet with a person with the power to make a decision. If you don't meet with the person who can make the buying decision, then you lose the ability to control the sales process.
4. Identify the personality profile of the buyer. At the face-to-face meeting, you must identify the personality type of the buyer, or you may fail to connect. If your buyer can't relate to you, you will likely go home empty-handed.
5. Adapt your presentation to the buyer. One presentation or style does not fit all. If you cannot adapt your presentation by personality style, you will not win.
6. Develop solid closing skills. After making an effective presentation, you must be able to close the deal -- to ask for the order. It may seem amazing, but I have interviewed many business owners who tell me that many salespeople don't even bother to make a direct ask for their business.
7. Identify and overcome objections. Once you have asked for the order, that's when objections may begin. You need to be able to determine the "what" and "why" of the buyer's questions. Is the objection real or simply a stall? What is the underlying concern behind the objection? Overcoming objections effectively can make the difference between gaining or losing a sale.

To learn more about developing an effective sales process, contact Market-Edge today.

Bob DiRosa, President & Founder of Market-Edge Services.