My sales team of 25 delivered a 240% revenue increase in just 12 months — from $2.1 million to $6.8 million — on one of the world’s most challenging accounts.
It was no fluke — the rep who handled the account for the competitor was hired — and fired — within 12 months when he was unable to duplicate our results.
How can we?
- Grow sales in a tough economy?
- Acquire new customers while crushing competitors?
- Shorten sales cycles?
Good salepeople know how to get into accounts regardless of the economic challenges. They know how to research accounts, analyze them and call high. They know how to manage a complex sales challenge and bring home the deal. They also know how to turn a new client into a passionate fan and advocate.
If your company is looking for great sales help, especially with large complex accounts, please take a look.
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Valuable Hyperlinks For Authors Author Guidelines Report Writing Guidelines Why Submit Articles HomeBusiness ArticlesProject Management ArticlesHow to Get The Cats Back on Their LeashesHow to Get The Cats Back on Their Leashes By Jennifer Bridges on October 26, 2011
The project begins off fantastic. Every thing is going just as you have planned. There are no difficulties and no problems to report. Every task is on track and each Deliverable has been delivered.
But, a tiny more time passes and the project starts to stray a bit. There might be some dates that are missed and scope creep begins to enter into the image. Expectations could have been missed or need to be reset as they are out of alignment with reality. Subsequent thing you know, what was beginning off as a project that was beneath handle now is all of a sudden out of handle!
You can image “the cats” heading for the hills. They are off their leashes and are heading straight for the fences. They are operating away from you as fast as they can. So you may possibly wonder, how can you get these “cats” back into the fence? How do you herd the proverbial cats?
There are 3 actions in order essential note speaker to get these cats back in the fence:
Get every person that owns a Cat collectively
These are stakeholders for the project. They could be functional managers or crucial resources that are operating on deliverables where there has been some confusion. Get all of them on a contact, in the very same space or what ever it is going to take in order to get them collectively so they can hear every other’s perception of where they feel the project stands.
Ask everyone if a person else’s “Cat” is in their yard
This cat could be one thing along the lines of a missed deliverable or probably there was incorrect communication. Someone might be waiting on an audit or a choice to be made. Recognize something and every little thing that is holding up that person from moving forward, simply because somebody else’s problem is in their yard.
Ask them if they know exactly where their Cats are
Make positive that they are aware of the fact that nobody need to be waiting on a deliverable from them either. At the finish of this meeting everybody demands to have the exact same perception of reality about the project.
The fact that you have everybody with each other enables all parties to agree, disagree, or to ask for clarification exactly where these concerns, difficulties, and delays could be. You can commence to swiftly reign in and herd those cats into their fences, get them back on their leashes and get them back on their leashes.
NOTE: Be ready to do this multiple instances throughout the life-cycle of a project based upon the complexity. These cats have a tendency to get away and head for the fences time and time again throughout the implementation of any project.
Jennifer Whitt, PMP, CPC, President Jennifer Whitt is a speaker, trainer, Certified Efficiency Coach, author, and company president of PDUs2Go.com. She is a PMI-certified Project Management Specialist (PMP) and knows how tough it can be to make time for classroom or online studying so she has developed a new way for Project Managers to Earn n’ Find out although on the go. For much more details, please go to http://www.pdus2go.com.
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