Original Riches

Meet Joe.

Joe is a successful district sales manager who could work in any industry and for any company. In fact, there are many Joe’s in all companies. Each month Joe is put to the test with different sales reps he must coach to success.

Joe has decided to start the year by building development plans with each of his reps. He is a strong believer that his role is to help them develop their skills and to ensure that the district achieve it’s sales numbers. With the economic downturn the marketplace is becoming increasingly more competitive. The company has had good growth over the last 5 years but there is an overall sense that the sales force is composed of many gatherers and there is a need for more hunters.

In our follow up coaching session Joe singled out a rep he felt was his biggest challenge. In Joe’s own words:

Tom has been with the organization for 10 years. He has been through the company selling course. He is the district “go to” person in terms of his product knowledge. He has been an above average performer with lots of potential. Tom’s success has been built on his existing customer relationships.

Joe has been Tom’s manager for the last 2 years. Tom is a hard worker; “every time I go out with him we have a full and busy day”. Tom has an excellent understanding of his products, his customers like him and appreciate his clinical ability. Not only does he doubt his value, Tom constantly apologies to customers and rarely asks for the business.”

Every time Joe provides feedback it is taken negatively and Tom becomes very defensive.

Questions:

How can Joe coach Tom and help him develop into a STAR? What is the best approach to help a Self Doubter become a better sales rep?

Here are my thoughts …..

Dear Joe,

Reps who are Self Doubters can be challenging to coach. If you provide direct feedback it may be met with “I already do that” or reasons why they don’t. The Self Doubter perceives any critiquing as weakness and personalizes it as confirmation that they are doing a horrible job! The trick with this type of individual is to lead them through a process of self discovery and improvement.

Here’s how:

You need to ask a series of questions (listed below), Guide Tom to write out his own course of self discovery and improvement.

Ask Tom:

What are the key elements critical for effective closing? Write out a list. Which elements of closing do you excel at? Write in order. Are there opportunities for growth? Write them down. Which of the elements would he like to work on? What is in it for you to grow your competencies in these particular elements? Have him write those down. What are you committed to doing? All commitments should be written down. When should I follow up with you? Put a follow-up date at the bottom of the paper. Sign it. Congratulations now you have buy-in from Tom and a high level of commitment.

Let me know how it goes,

Steven Rosen, MBA

Sales Executive Coach

Steven Rosen, MBA is the founder of STAR Results. STAR Results is a sales leadership consulting, training and coaching organization dedicated to leadership development in the Pharmaceutical industry. Steven’s works with sales executives to; hire top performing sales reps, develop a team of top sales managers and achieve greater personal and professional success.

Steven can be reached at http://www.starresults.com.

His blog Sales Management Today can be found at http://www.starresults.com/blog

When starting a small business, one of the most common problems that entrepreneurs today are facing is the funding. Aside from funding, you have to promote your products and services to the people even before you can sell it effectively. For example, if you are trying to promote a new product with a new brand, you have to be creative in order to catch the attention of potential customers.

Indeed, starting your own business is hard. However, what if there’s a way to start a business that can guarantee you funding and a lot more advantages? What if you can instantly have clients at the time you open your business? With this advantage, you will be able to enjoy instant income right after opening your business.

This is called business franchising. One of the best advantages that business franchising can offer is usually the brand recognition. This is because since the particular brand is already recognized by the people, you won’t have any problems at all when it comes to promoting the products you are selling. However, you also need to make sure that you choose a well-known business franchise in order for it to sell.

For example, if you want to open a restaurant, why not franchise a popular fast food chain? This way, more people will know about the food you are selling and you don’t actually need to advertise. Speaking of advertising, you won’t worry much about this particular factor as the franchise will be the ones that will advertise for you. They will provide you with posters, with promotional giveaways and other advertising products. If you are lucky enough to join a large business franchise, then you will enjoy having TV commercials for your business.

Usually, a business franchise will also provide you with employee and management training. This way, you will get started immediately once you open your business on the first day. This will be able to help you in getting started and smooth things up in terms of quality employee services, insurance and also conducting payrolls and other concerns.

However, it doesn’t mean that you don’t have to work hard when you own a business franchise. You also need to have plans on where you want your business to be. It is important that you should choose a good location to start your business franchise, like it should be accessible for your potential customers, and you also need to plan the system, such as policies, store layout, service standards, and even management practices.

When starting a business franchise, you have to know certain aspects of the franchise you are planning to purchase. For example, you have to know about the trainings they offer, how financially stable the company is and how they perform in the market. By knowing about this, you will have an idea on how well your business will end up in the future. By choosing a stable company that offers a lot of benefits to their franchise owners, you can be sure that your business will be one of the best in your area.

Always remember that success doesn’t necessarily depend on the franchise itself. It will depend on positive thinking in your part in order to get it going. You have to consider the fact that it’s not everyday that you will experience high income in your business. Expect some losses and learn how to deal with it with positive thinking. In time or after several years as a franchise owner, you will be able to see the rewards of your hard work and dedication.


Mario Churchill is a freelance author and has written over 200 articles on various subjects. For more information on a great business opportunity and learn how to make money checkout his recommended websites.

Entrepreneurship is recognized as a leading force in any economic sector all over the world. With the spirit of entrepreneurship, jobs are created and profits and earnings are secured both for the business owner and the industry it belongs to. In terms of gaining a fine degree in a reputable entrepreneurship university, Babson College in Massachusetts leads the list. This is because the college institutes curriculum that ensure entrepreneurship skills are fully developed and practices. This is true not only in undergraduate courses but also in graduate curriculum and in its executive education program, lending credence to its esteemed status as a top entrepreneurship university.

Because experience-based learning is espoused in Babson College, its graduates are gradually introduced into the practices of the workplace long before they even gain formal employment. This is the edge enjoyed by graduates of this entrepreneurship university. As proof, a lot of business organizations and publications have consistently recognized Babson College in its lists of top business schools in the country.

There are two research centers in this entrepreneurship university dedicated wholly to entrepreneurship. One is the Arthur M Blank Center for Entrepreneurship, which takes on the priority of developing entrepreneurial initiatives for global advancement. It also aims to make each Babson College graduate develop not only the entrepreneurial spirit but also cultivate leadership to take on the challenges in the real business world.

Another research center associated with this global entrepreneurship university is the Lewis Institute, which emphasizes on social responsibility among businesses and its leaders. This center is also focused on developing initiatives and applying them into practices. The importance of merging social awareness with business management, as espoused by the entrepreneurship university, is particularly enhanced by the changes and challenges now being experienced in the global economy and in the international financial services community.

Because this entrepreneurship university is a recognized leader in business education worldwide, a lot of foreign students have expressed interest in earning their degree in Babson College, leading to its high number of foreign students enrolled each year.

The institution’s MBA curriculum is also widely recognized and praised for its excellence. It is further broken down into the core curriculum, the elective curriculum, and the specialty programs ultimately designed in producing graduates fully capable of formulating and executing a viable business plan. To date, this is one of the greatest strengths of gaining an education in this entrepreneurship university.

In the case of its undergraduate curriculum, Babson College ensures that a solid foundation in business management and entrepreneurship is established right from year one. All through the rest of their years in this entrepreneurship university, students get an enhanced understanding and experience on what it is truly like to be an entrepreneur and develop enough initiative to build or start their own businesses.

Babson College’s reputation as a top entrepreneurship university is also extended into its highly recognized executive education. This particular program is aimed toward ensuring the growth and success of a particular corporate client. Business leadership is also a leading quality that is prominent in any student product of this entrepreneurship university.

The Babson Book was written by two Babson students so that no student will ever choose Babson again with out knowing what we know now. With 70 + pages, this book covers all of the things you will only find out after attending Babson for two or three years. For details visit http://www.thebabsonbook.com/

Before you enter into the job search you need to clarify exactly what it is you are looking for and make a clear plan of action. To succeed, there are some fundamental techniques you can use to set you on the right path.

Think about what the employer is looking for in a potential employee and what you have to offer. What your talent is, and how it can be used by an employer is known as employment value. Do not expect employers to discover this value alone, know who you are and what you have to sell.

Resources – where to look

Review job leads: through newspapers, specialist journals, industry websites and recruitment agencies. Research and contact employers. Send out speculative CVs to specific companies you have interest in and target the particular individual who heads the department you would like to work for. Don’t forget to explain in your cover letter or over the phone why you have pinpointed them.

Network. This is the act of contacting people who can assist in your search. Prepare your CV. It must be up to date, printed and in a ready to mail or present on demand format.

Traditional job hunting techniques

Although newspaper adverts represent only a small proportion of the job market it is one of the options you should be employing to strengthen your search. If you use the classifieds as a primary source of job leads you will consequently encounter a lot of competition. The most effective method is to utilise a combination of strategies focusing on both the hidden job market and the advertised job market.

Your recruitment consultant is a primary source of support. An agency is focused on achieving the right results for you, and has greater access to job openings. You can discuss job criteria with your consultant and they can offer advice on how to best progress your job search.

The non-traditional job search

To conduct an active search, tap into ‘the hidden job market’. A recent survey discovered that three out of every five job-postings are not listed in newspapers or on electronic job boards. Network by attending local meetings, become active in professional organisations and community groups, speak with associates and acquaintances and ask people who and what they know. Register with appropriate mailing lists, newsgroups, and chat forums. A network of career contacts can provide support, information and job leads. Keep records to maintain effective links with the leads you have engaged, and be ready for the next move.

And finally, get organised and get committed. The biggest mistake most people make is finding excuses for not being proactive in their job search. Develop a daily plan and stick to it. When you are offered a position and you would like to accept, send a note/email to all the people who helped you, relaying the good news. This will ensure the continued growth of your career. By occasionally contacting these people you will remain open to opportunities.

www.nes.co.uk

NES is a leading global technical recruitment business providing professionally qualified contract staff to blue chip clients across the world in the oil and gas, infrastructure, rail, power and IT sectors. Founded in 1978, a committed workforce has facilitated the company’s success and continues to ensure that NES experiences ongoing growth in terms of customers, geography and sector.

www.nes.co.uk

The economy has brought franchise opportunities to the forefront of the income options for a lot of people. The high unemployment rates coupled with the instability of the corporate sector has given many an investor the drive to move forward from prospecting to investing. The key concern? How to know which business franchise to invest in.

Which Business is Right for You? Okay, so you want to buy a franchise, but what sort of business are you interested in running? Have a passion for flowers? Love to knit? Or are you the untrained-gourmet in your family? There are tons of franchises available to you locally. You can research these opportunities on the web in your geographic area or even in the local paper or classifieds.

Local Location You’ve decided which business you’d like to run, but what type of location will it exist in? Many franchises offer the option of choosing where you would like to set up shop when you take on the business. You have the option of creating a virtual shop in some cases and a brick-and-mortar business in others. If you are looking for a web-based business and are planning the base of operations to be, let’s say, your spare room or even your sofa, then finding a local web developer is the first step you need to take beyond the actual purchase of the franchise. Using a local web development company ensures a higher-level of communication and normally results in an easier and more successful transaction.

In the case that you want to open a physical location, seeking out the local realtor who works in commercial real estate would be a good first step in building your business, literally. You’ll also do well to talk to an attorney to be sure that you have all your documents in order to begin your new venture.

Financing? You’ve got your location, you’ve chose which business franchise you want to run. Do you have enough money to get the company off the ground and still pay for the franchise? Get your detailed business plan together and meet with the local lenders in your area that work with franchisees.

The more due diligence you put into choosing which business you plan to pursue, the better chance of success you’ll have.

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