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As a business owner, you know what it’s like to lie awake at 2 a.m. Maybe it has happened when you are excited and full of new ideas for your business. More often, it’s because you are worried about issues you will face the next day. Sometimes, it’s because you just woke up with the solution to a problem. I’ve experienced all those emotions about my businesses over the years. Awake at 2 o’clock? is where I share them with you, and hopefully help with answers that will let you sleep.
John F. Dini, CExP, CEPA
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Small business owners are the Hunters of the 21st century. We are 3% of the US population, and yet we create over half of all American jobs. As Hunters, we may not be inclined to manage by the numbers or stick to systems. Are you a Hunter or a Farmer?
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How prepared are you to exit your company?
The Assessment breaks down the four major categories of exit readiness; Finance, Planning, Operations and Revenue/Profit.
Tag Archives: entrepreneurs
Do Leaders Need Titles?
When should an employee be promoted? Over the years, I’ve often had this conversation both within my own companies and with owner-clients. An employee is handling responsibilities above his or her official job description. We naturally want to acknowledge the effort, … Continue reading
4 Responses to Do Leaders Need Titles?
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Why Do We Hate Salespeople?
A recent episode of “Downton Abbey” included a new servant tasked with passing out canapés at a dinner party. “Try one of these,” he quietly suggested to a guest. “I’m told they are quite good.” He was immediately pulled aside … Continue reading
5 Responses to Why Do We Hate Salespeople?
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If salespeople are hunters in a business culture dominated by farmers, why do I hate being interrupted by ill-prepared, gum chewing, robo-call driven telemarketers? I have managed several very successful sales teams, even started my career in a sales capacity. On a DISC chart I am shown to be a blend of task oriented and influencing. And I am the rainmaker in my own company today, successfully closing introverts and extroverts alike.
People hate salespeople because (1) most of them really stink at their profession, and (2) the craft is deemed something anyone can do.Don’t believe me? Name the one university in the entire USA that offers a degree program in Sales. Can’t, can you?
Our nation’s corporations and privately owned businesses all depend on sales people. Every mobile phone store, every insurance agency, every capital goods manufacturer… there are literally tens of thousands of sales positions through out the country. But few of them provide any real or substantive training and fewer still put quality over quantity. And most play the numbers game.
The real answer- there is simply no alignment between the decision maker’s preference of behavior and the cold call that too many companies still reply on. Cold calling (not so affectionately known as interruptive selling in my office) dates back to a time when the telephone was new and novel, and product or service information was harder to obtain. Add to this today people have to do more with fewer resources (fewer people) and trying to pitch them while they are under a deadline makes little sense.
Even less if you are unprofessional and ill-prepared.
At the risk of appearing to steal your blog, here is an article I wrote some time ago, and believe to be accurate today. http://zenmarketinginc.com/just-effective-cold-calling-anyway/
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John H: as a career salesperson / sales manager / CEO leader I could not agree with your more. Preparation for ‘making the sale’ is sorely lacking in just about every industry. I thought you might like to know that at least one public university does offer sales degrees, http://www.utoledo.edu/business/ESSPS/. I believe I have heard of others. Can’t vouch for any of them but that they exist is a good sign for raising the bar.
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This statement in your post summarizes it – The best salespeople are focused on serving a customer’s need. People hate sales people because they forget this and try to push their products or services down customers throats without understanding their needs. Those who ask questions first and understand customers issues and needs before offering them the products are the ones who will be loved by customers.
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Maybe it’s because 20% of people in sales are professionals, do their research, and have polished their skills. The other 80% are going through the motions, always in ‘sales” mode, and lack any real training. The bottom 80% are also unsupported from a savvy marketing team, and generally work for companies (or owners) who insist on following a sales process they themselves don’t even respond to (cold calling).
Did you know there is only one university in the USA offering a degree in sales? Yet how many sales people do you know? Society places a minuscule importance on this profession (Lost a job? Why not go into sales?) Anyone can do it.
Find a business owner who fully understands the entire sales process, invests in marketing, has realistic goals setting, and properly rewards achievement (results and motivation) and you’ll find those 20% of sales people.
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Hey Merv… what can I say? Haters gonna hate.
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Goals are More than Just Resolutions
Most of us (at least those who don’t own retail businesses) are in low-power mode at this time of year. Double midweek days off and decompression following the holiday rush allows us time to think. For many, that thinking naturally turns … Continue reading
2 Responses to Goals are More than Just Resolutions
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Once again a great adaptation of what to do and why – Excellent writing John !!
Frank
Merry Christmas and a Happy 2015
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Hi John!
Good info & timely reminder!
Here’s to a successful 2015!
Thanks, Claud
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The Secret to Growing a $1 million company by 5X
In my work with hundreds of small business owners, I’ve noticed that there are two “danger zones” where an owner may, consciously or unconsciously, prevent his or her company from growing any further. The first zone lies at about $1 … Continue reading
3 Responses to The Secret to Growing a $1 million company by 5X
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John, Very true. Setting and achieving growth goals as part of every day business is what it takes to grow from a $1 Million a year company to one 5 times larger. This was a practice that we used to grow my company from $100K to $5 Million in less than 5 years and be on the INC 500 list as one of the fastest growing privately held companies in the U.S.
Larry Amon -
Although occasionally I have run into a business owner with a personal bias with regard to anything perceived as “corporate”. So implementing processes, or giving up tight control, is avoided. But for many SMB’s the observations shared in your post should are exactly what is needed.
Great post John:
I fully agree, Promotions are much better received when they are “earned” in the hearts and minds of the peers. Although, this can’t always be the case; it is ideal whenever possible.
Far too many times in the corporate world I have seen promotions given that were not deserved; ultimately demoralizing key members of the organization.
From my experience a title and $5.95 will get you a cup of coffee at Starbucks. A leader creates an emotional link with his workplace team and excels without a change in business cards.
i agree mostly, John, but where I disagree is where an inappropriate title and/or job spec leads others in the organization to resist and even undermine the efforts of a leader to the point of doing damage. Good Leadership qualities will generally motivate the team and help them see the virtues of the results being sought, but in most organizations, there are those who refuse to see the light and are only interested in protecting their turf and “superior” level in the organization. An appropriate title and job spec makes the role of the leader clear to all.
Great post and great discussion.
Shows it not such an easy decision. Different things motivate different people – some the title, some the money and some probably all the recognition