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.
Cynthia Kyriazis is an organizing and time management consultant, trainer, speaker, coach and author with over 20 years management experience in multi-unit corporations. Organize it, a division of Productivity Partners, Inc. is an organizational training firm she founded in 1995 and has been serving Fortune 500 clients ever since. Cynthia works with business and their employees to help improve performance and realize productivity gains.
Cynthia has appeared in the Philadelphia Inquirer, Kansas City Star and the Legal Intelligencer. She currently serves as Secretary on the Board of Directors for the National Association of Professional Organizers (NAPO), member of the National Speakers Association (NSA), member of the Kansas City of the International Society for Performance Improvement ? (ISPI-KC) and consultant to the American Coaching Association.
The way you structure your payment offers can increase your... Read More
You can boil down the difference between successful businesses and... Read More
The ability to solve complicated problems quickly is more important... Read More
A few weeks ago, a couple of colleagues and I... Read More
As the business world enters a period of hyper-competitiveness, every... Read More
1. Eliminate wasteEliminate reports, habits, products, duplicate input, and processes... Read More
If you have the entrepreneurial spirit (which clearly you have!),... Read More
Putting a piece of paper in a file folder is... Read More
Why do managers create low morale as a product of... Read More
Meetings can be the life-blood of an organisation or the... Read More
Today there is great weight put on a person's attitude.... Read More
Employee performance reviews are one of the most dreaded tasks... Read More
Innovation is different and distinct from creativity in that it... Read More
Bad news.Your senior vice-president, your marketing director or your accounting... Read More
In management seminars I often compare debt to an infection.... Read More
Human communication is always three-dimensional. No spoken or written message... Read More
Top leaders...Are Visionary Top leaders have a very clear understanding... Read More
Why risk the embarassment when with a little basic PR... Read More
A study a couple of years ago found that 63%... Read More
It was 2.30 am. It was cold and dark and... Read More
Go into any bookstore and you will find a big... Read More
The Julian calendar we use to pass the time every... Read More
One of the keys to success is to have successful... Read More
THE MEASUREMENT OF TRAINING: Evaluation is one of the most... Read More
Why are people changing jobs so quickly these days?Here are... Read More
Ask most people why they are in business and they... Read More
One of the first things I look at when I... Read More
Leadership is only sustainable when leaders consistently come up with... Read More
Whether you are a consultant, coach, business owner, doctor, professional,... Read More
Make Sure You Understand Your Motivation for SellingAre you thinking... Read More
SWOT analysis is needed for all business to understand how... Read More
Creativity can be defined as problem identification and idea generation... Read More
STEPS IN USING THE CRITICAL INCIDENT TECHNIQUE:1) The incident. Read,... Read More
The ability to solve complicated problems quickly is more important... Read More
Fast Relief for Sarbanes Oxley Section 404 ComplianceSection 404 of... Read More
This article relates to the Career Opportunity competency, commonly evaluated... Read More
Ask almost any business leader how to most effectively develop... Read More
As a business asset, they don't sit well on the... Read More
Corporate gifting is a big headache for most business owners;... Read More
Creativity can be defined as problem identification and idea generation... Read More
This article relates to the Manager/Supervisor competency, commonly evaluated in... Read More
Most of us would like to be better communicators. As... Read More
There is a new trend taking hold in business today... Read More
Sexual Harassment Policy Guidelines ? Part IPermission is hereby granted... Read More
Wouldn't it be great if we got get the cheapest... Read More
The verdict is in: More and more baby boomers will... Read More
OK. So you have decided that your organization has to... Read More
Acknowledgement is about recognition or attention from another person. It... Read More
Times of cost cutting and downsizing has dramatically impacted the... Read More
Before you call your next meeting, the FIRST step is... Read More
This short story, Coworkers Collaborate to Complete Successful Initiative, was... Read More
When the typical new business operator starts a business, they... Read More
Managing a meeting is like setting off on a long... Read More
Let's begin by singing the jingle from an old US... Read More
People buy from you, offer help, and grant rewards based... Read More
The perpetrators of the recent spate of financial frauds in... Read More
Creativity can be defined as problem identification and idea generation... Read More
Like many, I watched the 134th Belmont Stakes hoping to... Read More
Faulty information costs you money! Which of these popular business... Read More
Building a 'bridge of understanding' between parties is... Read More
People sometimes interchange the terms "know-how" and "knowledge", but there's... Read More
Here are some quick thoughts on ways to turn things... Read More
The game of chess has been applauded and taught in... Read More
Creativity can be defined as problem identification and idea generation... Read More
"Nothing inspires confidence in a business man sooner than punctuality,... Read More
A man drives down the highway each day on his... Read More
Business Management |