Ｐａｇｅ 98322 ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ 通常モードに戻る ┃ ＩＮＤＥＸ ┃ ≪前へ │ 次へ≫ ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ ▼Staying Firm When L WenOrageFeego 12/8/15(水) 14:39 ─────────────────────────────────────── ■題名 ： Staying Firm When L ■名前 ： WenOrageFeego <off.if.ici.a.l.e.r.a.ms.g@gmail.com> ■日付 ： 12/8/15(水) 14:39 ■Ｗｅｂ ： http://www.officielairmaxfr.com -------------------------------------------------------------------------
| Employ A Six For many years as a sales manager, I would only employ the stereotypical sales representative. You know the typeon a human relations continuum or scale of zero to ten, using the ten representing a candidate who is totally gregarious and outgoing and also the zero, someone who is introverted with handful of individuals capabilities, Id always recruit the ten. As an advisor to businesses and professional service firms on the way to create an effective sales group, I would also council my customers to hire tens. Huge mistake! Pareto's principle (the 80/20 Rule) is vividly illustrated in most industries by the reality that 80 percent in the sales are closed by only 20 % with the sales specialists. Following 24 years of working with literally a large number of sales representatives and service industry experts as an advisor, trainer and coach, I have discovered an important truth--that the ten character is hardly ever located within the ranks from the best 20 percent of the sales pros who make 80 percent in the sales. For this reason alone, I now hire candidates that fall about a six on the personality continuum and I council my clients to perform exactly the same. Why employ a six? Since the six character tends to make up the vast majority of today's leading sales producers. And they may be successful at selling, basically because they have a six personality. They may be a little reserved as well as a lot less outgoing than the ten, but they nonetheless possess the men and women capabilities to communicate effectively. They do less talking than a ten and they listen much better, giving them a decided edge in communicating efficiently. Despite the fact that six personalities have less charisma than a ten, they've a considerably better potential to cope with the specifics with the selling process. This aids them to consistently locate new prospects and to organize their day to have a lot more accomplished than an eight ro ten personality. Their ability to generate leads, the effective use of time and their systematic method to presentations, provides the six personality a Marshawn Lynch Jersey promoting edge. Most sales professionals having a ten personallity absolutly loath prospecting, paperwork and organizing themselves, so they just rely on their personality and charm to achieve their sales objectives. You will need to employ intelligent to develop a sales team which are all "top producers." You do not need to reside with an 80/20 rule sales group, if you really recognize the character from the sales or service market specialists who make up the 20 % then Marshawn Lynch Jersey only employ candidates that fall into this demographic. Nonetheless, there is one particular problem with this suggestion. You seldom can find a candidate that's inside the leading 20 percent, who's actively searching for new employment. And, a business or firm could be crazy to let their prime producers leave them. Most employers usually do everything in their energy to retain their greatest performers. Your only recourse then is to hire somebody from the 80 % grouping with possible to become a top producer. And the way to do that should be the topic for an additional write-up Very best wishes for continued sales results. VIRDEN THORNTON is the founder and President of the $elling Edge, Inc. a firm specializing in sales, consumer relations, and management instruction and development. Consumers have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touch, Bank A single, Jefferson Pilot, and Wal-Mart to name a few. Virden may be the author of Prospecting: The Key To Sales Good results and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & group development, telemarketing, and personal productivity training guides. Virden teaches for the Center For Expert Improvement, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. |