Insiders Info: Better Business Tips
Jul
25
Written by:
7/25/2011 8:54 AM
Jeff Tempone from East Coast Refrigeration struggles with an issue that is extremely common among business owners- micro managing. How do you step back and allow your employees to do the job they were hired to do without interfering? Well, in Jeff’s situation is was all about training. He wasn’t confident enough in his sales team that they would get the job done from a lack of knowledge about the company and what they have to offer. Let’s start from the basics; create a training manual so that when hire you know exactly what the next step is. It’s ok for you as the business owner to check in once and while and make sure your employees are educated about the organization. You are not only losing dollars & time by having prospective clients wait for someone to visit them, but you are losing respect in the marketplace. So remember, hire right and train well to have employees that are self- sufficient.
1 comment(s) so far...
Re: Insiders Info: Better Business Tips
Jeff,
Rob is 100% correct. You have to develop both THEIR confidence and YOUR confidence that they can do the job. I suggest you start with weekly training meetings. The sales people should be given weekly tasks to perform at each meeting. For example: each rep gives their 30 second elevator pitch, then you discuss with the group pro’s and con’s. of each. Next week they give the refined 30 second pitch. After that product demo’s/knowledge; etc.
In addition, combine the training meeting with a weekly plan and review. Each rep gets up and discusses his/her pipeline; hot prospects; forecast for the week; etc. This gives you and each team member a chance to help with strategies, next steps, etc. and gives you a good idea of who is developing new prospects and who isn’t. Meetings could be 4-6pm so you donate one hour and they donate one hour for self improvement. Good luck!
Jack Signorelli
By Jack Signorelli on
7/28/2011 10:28 AM
|