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Take good care of your people first!

I love those days when I was responsible for a large team. There was a guy in my team who complained he had so many calls to handle. In the same team, there was another person who was hardly having any work to do. I told the first guy that the second guy would be happy if he also had so many calls to handle. The second guy nodded his head in agreement. If someone does not have enough work, you know what happens next. The inevitable would happen. It is important to ensure that your team gets enough work to do.

We had a team that was handling Siebel support work at a clients place. It was tightly managed. No one had any free time. Suddenly, one member was down with some illness. He had to be sent back to his homeland. This happened when I was working in Singapore & my team member who was unwell was from Indonesia. The medical reimbursement covered his expenses to some extent. I spoke to him over phone one day after he reached Indonesia. And I understood that he needs financial support.

I went to my CFO. Asked her if she could help my guy. She promised she will do whatever she can. I wasn’t sure if that would meet his expenses. So, I decided to raise funds for him.

I decided to start the collection from my boss. So, I went to him. He was the Founder & CEO. I didn’t have to speak much or try hard to convince him. The moment I spoke about how Dennis badly needs our help & my initiative of raising funds outside of what the company can do, he smiled & took out his wallet immediately & gave me a generous amount. That moment, remains etched in my memory.

I then went on to all the heads & everyone at office. We collected a respectable sum. We handed the cash & the list to our Accounts. They sent it to my guy back home. I felt really happy.

My boss, who set the ball rolling with my fund raising, was none other than Mr.Harish Nim. He walks the extra mile in keeping his people happy. The company he founded [Emerio] grew leaps & bounds. Two things stood out, in my view: 1. Strong customer relationship 2. People management.

Take Away:

  1. Care for your people as much as you would care for your customers, if not more.
  2. Let your customers know they can reach anyone in your company anytime.
  3. Be generous.
  4. Don’t always follow the processes & policies. They are fine but that doesn’t mean you can’t break them to do something good.
  5. Trust your people. Your people expect more trust not more pay.
  6. Ensure your team has enough work & you stand out of the way.
  7. Let your people take breaks from work.
  8. Enjoy your work.
  9. Take risks.
  10. Be a role model.

Happy Selling!!

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Psyche of a High Performing Sales Person

If we study the Psyche of all High Performing Sales Persons, we will be able to understand that there exists many common characteristics. Not all Sales people are born. Some are trained as well. Everything can be learned, practiced, fine-tuned and excelled.

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Let’s take a look and find what are the characteristics that sets the High Performing Sales Persons apart:

  1. Goal oriented [Long term]: Those who have set goals tend to achieve more than those that don’t have any goals.
  2. Possess Objectives [Short term]: They take series of smaller steps that are measurable, show progress in each step and confidently move towards their Goals.
  3. Communication: They are great communicators.
  4. They don’t give up ever. Call it Perseverance, if you will.
  5. They focus on achievements. They measure time in terms of achievements and not in seconds / minutes. What did you achieve today?
  6. They qualify customers before spending time and effort. So this is one important trait to learn. If you eliminate the customers who are not going to buy, you are getting closer to those who are going to buy. Ask tough qualifying questions. You will not regret doing this.
  7. Organizational Politics helps the High Performers and they are naturally the blue eyed boys of the top management. If you cannot sell yourself internally how are you going to sell to your customers?
  8. Accountability: They are accountable to their Managers and to their Organization.
  9. They meet the decision makers and work with them.
  10. They don’t leave anything to chance. No place for any ambiguity.
  11. They question themselves, why will the customer buy and why from them. They find the answers for these questions.
  12. They are good at developing rapport.
  13. They are in control of the situation.
  14. They are optimistic, enthusiastic and flowing with energy always.
  15. They are receptive to new ideas.
  16. They are truly professional.
  17. They believe in having fun in the process.
  18. They need to get their adrenaline pumped up before they start working on a project.
  19. They dominate.
  20. They always have an emotional appeal.

Learn, imbibe and excel.

Happy Selling !! Happy High Performing !!