Interpersonal Business

Define the qualities of the individuals you are seeking. Ask yourself if your company is offering a compensation package that will attract the type of candidates you want. Check out the competition. Are there individuals from within who deserve the available position? Are you prepared to offer the kind of training that will enhance the candidate’s chances of success?

Sales forecasts based on quality information are essential to management in order to present effective and consistent expectations. Develop objectives, periodically review these objectives with your sales people, and recognize your star performers. Forecasts also provide a foundation for making a change due to lack of performance; there should be no surprises when the time comes!

No one is born a manager. We must first be well trained at “being managed” before we can ever fully understand managing others. Your best managers are able to think like a sales person. What are the qualities of your best associates? They are self-motivated and creative. They think long-term, are strong producers, establish strong relationships, and challenge us! Your best sales people have the ability to think like managers.

Have we lost touch with our priorities and replaced them with sales figures, profit, and the bottom line? We are challenged by the day-to-day operation of our business, but is this the best use of our time? In the absence of electronic communications, when was the last time you personally communicated with your staff? It’s time to regain the personal touch that is what made you successful in the first place! Refocus your priorities and take control of your time.