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A Sacred Trust………..!

November 8, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Others have been here before me, and I walk in their footsteps. The books I have read were composed by generations of fathers and sons, mothers and daughters, teachers and disciples. I am the sum total of their experiences, their quests….And so are you.”…………..Elie Wiesel

INTRODUCTION:

Hopefully --- this column is worth discussion --- possibly --- in all your organization’s departments.

The “Notice” on our client’s Employee Bulletin Board, in their break/lunchroom, was for an “opening” --- in their Business Development Department:

Sales Team Success“Sales Rep Application

But wait…. there was a similar notice next to it….that also appeared to have some age to it:

Sales Manager Application

Qualifications for both positions generally included (but were not limited to):

Successful Candidates should:

  • Be a self-starter --- willing to work 50 -65 hours a week --- in order to have the opportunity to earn a six-figure income --- within 3-4 years.
  • Be willing to take ongoing instructions and requests --- without complaint --- from Production, CSR’s, and Supervisor.
  • Be a “Team Player” --- understanding that Customers, and our Service to Customers --- requires a “Servant’s Heart”.
  • Enjoy learning --- and studying --- prospects’ and current customers’ business models, new technologies, and new information systems --- for how our production and services can assist customers’ financial performance. Be a constant student of the company’s capabilities, limitations, and our supplier’s capabilities.
  • Be courteous and respectful to all parties --- both on and off-the-job. As a representative of our company, you are “never off the job”.
  • Constantly work to become an excellent communicator --- in writing, as well as verbal communications.
  • Learn how and be willing to commit --- at least 4 hours each week --- to Researching your approved Prospects and Customers.
  • Willing to learn and follow company policies --- and “documentation” and “organization of information” requirements --- consistently --- to the best of your ability, including but not limited to: Submitting (a) “Weekly Itineraries” to your supervisor”, (b)  “Quarterly Account Development Reviews”, (c) “Review Weekly Quote Hit-Ratios”, and (d) “Weekly Activity Reports to your Supervisor” --- for at least the first two years.
  • Introduce senior management to major account personnel, at least once a year.  Conduct “Joint Sales Calls” --- whenever the account development opportunity occurs.
  • Become functional with the company’s software and MIS programs.

SUMMARY:

A Sales Manager --- should lead by example --- from the front.

A Sales Rep/Account Executive --- or Sales Manager --- should never stop working to improve his/her professional skills, and performance results.

The successful execution of these two positions is critical --- not just to their personal families, but to the entire company’s employees (and their families), suppliers (and their families), company owners (and their families) --- and….. customers…!

Written Performance Reviews should be conducted --- each of the first three months for a new employee in these two positions…. and at least every six months thereafter.

There’s a “Sacred Trust” extended in these two positions….and the key personnel who occupy these positions --- should know that condition exists.

At that client, that had those “Notices” sort of “permanently” on their Employee Bulletin Board, their employees were proud of the Sales Reps and Sales Manager --- they had……and yet, everyone knew --- there was an “open invitation” --- to every employee --- to apply.

“Lord, grant that I may always desire more than I can accomplish”…….Michelangelo

 

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