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Posts Tagged ‘sales training

How to have a Successful Meeting – Schulz Business Sellutions

October 13, 2014

How to have a Successful Meeting – Schulz Business Sellutions. Advertisements

Reciprocity…in Business?

May 29, 2012

Give And You Shall Get: The Law of Reciprocity Boosts Sales Posted by Guest on May 24, 2012 · 3 Comments      1inShare sales Share9   The Law of Reciprocity. It’s a real law, I promise. It may even be slightly biblical. And it really can help you sell stuff, especially online. Want proof? I used to work […]

Assessment Tests, Useful? – Schulz Business Sellutions

May 25, 2012

Assessment Tests, Useful? – Schulz Business Sellutions.

Employee Motivation

March 1, 2012

Employee Motivation

 

I often get questions about motivating employees. My overall belief is, “you can’t motivate anyone to do anything, just give them an opportunity to motive themselves”. That being said what do you do to give them an opportunity to motivate themselves?

As a business owner, you don’t want employees who are only motivated to perform well so they can win a ‘prize”. You want employees who are motivated to perform well every day, no matter what carrot you’re dangling in front of them. What you really need is a team of employees who are emotionally invested in your company. A feeling of ownership. To cultivate that, you need family support.

No amount of job awards can out-influence the home front. You can offer praise and gifts left and right, but you won’t see much improvement in your employees performance if she goes home to a partner who says, “How much longer are you going to work there if you’re not happy?”

Please don’t mis-understand, I’m not suggesting that your employees need to have a love affair at work. It’s just that the men and women your employees go home to at night that have the power to motivate (or de-motivate) far better and faster than you could.

Here’s the key to winning over an employee’s family: Start from day one. The first thing your newly hired staff member will likely hear from a significant other when he gets home is, “How was your first day?” If he spent it mostly filling out a three-foot stack of forms, ordering his own business cards and eating lunch alone, he might rightfully answer: “Lousy.” His better half will quickly get down on your company, too, and hardly encourage the top-notch performance you want to see.

There’s a full-proof way to get employees—and their loved ones at home—excited about working for your company from day one. First, really make them feel welcome. We want to be liked and accepted. Start a new employee program at your company. Have all employees (depending on the size of your organization) make a point through out that first day to stop and say hello to the new employee and welcome them. I also really like the idea of a sign at the front door that says, “welcome Jane Smith We are glad you are here”. Additionally a welcome cake at lunch for all to stop by and enjoy is a great idea as well.

So, what happens if your new recruit comes home with a great story about his amazing first day? His better half will realize the opportunity he has—and she’ll become the ultimate motivator, rather than detractor.

Keep in mind, there are many definitions of family. Your new employee may be single (or soon to be). It’s your mission to find out who makes up his or her support system and give accordingly—perhaps a gift card for a night out with pals or a matinee with Mom.

When your employees hear daily words of encouragement from their closest confidantes like, “I can’t believe how lucky you are to be working for that guy!” their motivation rises to levels you’ve never tapped before. It’s worked for me in all of my companies. And even if you can’t afford more than a home-baked cake or thank-you card, giving your new employees a best first day ever is the key to keeping them motivated for years to come.

There are so many statistics about when your employees feel good about working for you, the better and more productive employees they are. We spend lots of money to recruit, and hire a new team member. Lets not forget their value after they are hired.

Greta Schulz is president of Schulz Business SELLutions in West Palm Beach, Florida. She is the author of “To Sell is Not to Sell” and a columnist for business journals around the country. Greta does corporate training for fortune 1000 companies and she has an on-line training course for entrepreneurs. http://www.schulzbusiness.com

 

Employee Motivation

March 1, 2012

Employee Motivation

 

I often get questions about motivating employees. My overall belief is, “you can’t motivate anyone to do anything, just give them an opportunity to motive themselves”. That being said what do you do to give them an opportunity to motivate themselves?

As a business owner, you don’t want employees who are only motivated to perform well so they can win a ‘prize”. You want employees who are motivated to perform well every day, no matter what carrot you’re dangling in front of them. What you really need is a team of employees who are emotionally invested in your company. A feeling of ownership. To cultivate that, you need family support.

No amount of job awards can out-influence the home front. You can offer praise and gifts left and right, but you won’t see much improvement in your employees performance if she goes home to a partner who says, “How much longer are you going to work there if you’re not happy?”

Please don’t mis-understand, I’m not suggesting that your employees need to have a love affair at work. It’s just that the men and women your employees go home to at night that have the power to motivate (or de-motivate) far better and faster than you could.

Here’s the key to winning over an employee’s family: Start from day one. The first thing your newly hired staff member will likely hear from a significant other when he gets home is, “How was your first day?” If he spent it mostly filling out a three-foot stack of forms, ordering his own business cards and eating lunch alone, he might rightfully answer: “Lousy.” His better half will quickly get down on your company, too, and hardly encourage the top-notch performance you want to see.

There’s a full-proof way to get employees—and their loved ones at home—excited about working for your company from day one. First, really make them feel welcome. We want to be liked and accepted. Start a new employee program at your company. Have all employees (depending on the size of your organization) make a point through out that first day to stop and say hello to the new employee and welcome them. I also really like the idea of a sign at the front door that says, “welcome Jane Smith We are glad you are here”. Additionally a welcome cake at lunch for all to stop by and enjoy is a great idea as well.

So, what happens if your new recruit comes home with a great story about his amazing first day? His better half will realize the opportunity he has—and she’ll become the ultimate motivator, rather than detractor.

Keep in mind, there are many definitions of family. Your new employee may be single (or soon to be). It’s your mission to find out who makes up his or her support system and give accordingly—perhaps a gift card for a night out with pals or a matinee with Mom.

When your employees hear daily words of encouragement from their closest confidantes like, “I can’t believe how lucky you are to be working for that guy!” their motivation rises to levels you’ve never tapped before. It’s worked for me in all of my companies. And even if you can’t afford more than a home-baked cake or thank-you card, giving your new employees a best first day ever is the key to keeping them motivated for years to come.

There are so many statistics about when your employees feel good about working for you, the better and more productive employees they are. We spend lots of money to recruit, and hire a new team member. Lets not forget their value after they are hired.

Greta Schulz is president of Schulz Business SELLutions in West Palm Beach, Florida. She is the author of “To Sell is Not to Sell” and a columnist for business journals around the country. Greta does corporate training for fortune 1000 companies and she has an on-line training course for entrepreneurs. http://www.schulzbusiness.com

 

How to Land Your Dream Job

February 13, 2012

I recently had the opportunity to be a guest on a radio show. I was caught a little off guard when I was asked, while on the air, how to use “selling skills” to get a job. I hesitated, since that really isn’t what I do. Since the radio host was familiar with my program, […]

Your Best Sales Manager not Your best Manager

February 6, 2012

The most common questions I think I get, hands down, are: “Greta, where do I find a good sales manager?” or “Who on our team do you think would be a good manager?” Most of the time, they take their best salesperson and promote him, or they take somebody who has been in the field […]

Land Your Dream Job

November 3, 2011

After I did the show, I got to thinking about the idea he brought up, and how getting a job really is so similar to sales … and life.
Here are five steps to help you land the job of your dreams

Marketing bombarding

October 21, 2011

One of the biggest challenges that salespeople face is getting meetings. People are constantly bombarded by marketing messages via the media enticing them to purchase. Prospects receive daily calls from salespeople who want to see them, so it’s no wonder that they treat most requests for meetings with skepticism and suspicion

5 Reasons why Sales Teams Fail

September 24, 2011

I recently read an extremely insightful white paper that I’d like to address. In this white paper, there were 5 main issues that seemed to carry throughout the sales community, keeping them from achieving A+ results. Let’s go through them one at a time.