Today, 43% of the world’s population is 25 years old or younger. This young group is impatient and ready to change the world. Change for this generation “has everything to do with people and very little to do with political ideology,” according to a new global survey, Some 70% of young people believe that social media is a force for change, says the survey.
If you are a Managing Director or sales manager of a HVAC manufacturer it is important that you actually measure how good your salespeople are face to face with your customers(Consultants & contractors).
You don't find professional football managers training their footballers Monday to friday only to miss the competitive match on saturday.
However at Kite associates we see many manufacturers who don't know how their teams perform in the competitive arena of customer face to face visits.
Seeing salespeople once a month at National /regional sales meetings is fine & you can learn significant things about their presentation skills,how well they know the project status on their area , but you dont see actual sales performance.
We believe at kite associates that setting aside some of your marketing/sales budget to this activity increases sales performance & keeps your team focused on good habits.
It does not take long for salespeople to fall back into bad habits or cycles of behaviour that are not benefiting the individual or the employer
The majority of salespeople in the HVAC marketplace miss a big opportunity to either deliver an outright specification to a consultant/Architect etc.The tendency is to have their products added to an ever growing list of preferred manufacturers.
The approach at Kite Associates is to mentor salespeople to persuade consultant customers that their product is the correct choice for that specific project not just an equivalent or equal & approved.
Their is an enormous amount of pyschology involved when we give permission to our customers to agree we are equal but not better than our competitors.
Get the correct employees on the bus first to become a great business
stephen gage's insight:
If you are an lead commercial manager or director in your business and your team are not performing you generally have two choices.Blame the market place for diminishing share or you can blame the talent/performance of your team!
You can't create a bigger market but of course you can dominate your market & increase your share!
To do this you need to look no further than your existing sales team.The majority(90%) of most salesman state they "fell into selling because a colleague or ex boss suggested they would be good at selling" This maybe the case but it does not follow that the individual either has enormous passion for the role & is naturally talented at selling & marketing their company services.
At kite associates we can assess & pinpoint whether your sales team have natural & unending passion for their job.These people will always perform at a high level and see being a salesman/commercial communicator as part of who they are.The salesperson that can do the job but is enduring the role rather than developing & growing their talent/passion is a problem.
So looking for killer products & services although important is not always the first place to look when developing & growing sales.
Having the right people on the bus is essential to continued success Don't cut corners & don't employ people just because they have the correct relationships with customers.
Long term performance is always based on their innate passion the individual has for their chosen career .
It has been said many times that change is something we find uncomfortable & often fear the most.Sticking with the status quo makes employees feel comfortable & requires little thought about how we as individuals & consequently companies operate.
However if we look at the changes in social media & the potential "Death of the high street"we can see that an exercise in looking at your own business sector strengths & weaknesses maybe worthwhile.
For many years it was thought that watching Tv on a computer was available but wouldn't necessarily overtake TV,it's true that Televison's still predominate,however the 20 something generation watch most of their entertainment on line.
The internet is clearly changing everything we think or do & that requires a different approach to not just connecting with people but how we communicate with each other,influence each other & of course serve each other.
As a business consultant my company regularly ask's our clients are you using the marketing tools at your disposal properly or are you sticking with the status quo?
By looking at your own business sector & the potential gains of talking to your audience through social media & the on line generation may give your business the competitive edge you were looking for.
Traditional marketing - at it’s best - generates ‘top-of-the-funnel’ leads while traditional sales - at it’s best - converts a small percentage of those leads into sales. While in the meantime, marketing blames sales for not delivering enough new business, and sales blames low customer conversion on the lack of quality support from marketing. So what’s the missing link?
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