Posts Tagged advertising

Improve Your Business With The Right Employees

Group_01 Businesses that have survived the often difficult start up period, as well as the turmoil of a shaky economy are poised for success in upcoming years.  There are many factors that go into building a successful business – with the hiring of exceptional employees topping the list.  The following tips can help business owners and managers improve their recruiting and hiring practices to ensure the right person is placed in the right position.

  • Understand that hiring a "mini-me” is not always beneficial to the company -  do not disqualify people who do not have the exact same working habits or mannerisms that you possess.  There are many instances where opposing personalities work well together by complimenting others' weaknesses.  This being said, you should certainly look for employees who share the same work ethic, goals and vision that you do to ensure everyone is working toward the same result. 
  • Develop a structured hiring process – utilize purpose-built processes and checklists like those available from MSP University to streamline and speed up the hiring and on-boarding process for new staff.
  • Avoid rushing the hiring process -  take the hiring of new employees seriously to avoid investing time and money in training a person who is not well suited for the job.  Unfortunately, some businesses require “bodies” to perform work, and when facing an empty position they rush to fill it without taking the time to seriously look at the employee's ability to perform the job. 
  • Cast a large net -  take advantage of employment services (which often do a lot of the screening for you), online job postings and even word-of-mouth within your industry.  Seek out referrals from colleagues, current employees, vendors or trade associations.
  • Utilize DISC behavioral profiling to make certain you "get the right folks in the right seats on the bus" – to coin a phrase from Jim Collins.
  • Clearly define duties and responsibilities -  before you interview potential candidates make sure you have a detailed list of duties and responsibilities to ensure nothing is skipped during the interview.  Just because you know what you are looking for, do not assume the candidate has a clear understanding of what will be asked of them.  By presenting everything in a clear and concise manner during the interview you avoid hiring a person who “thought” they could do the job only to find they really are not qualified.
  • Discuss company policies and compensation -  there is no point in interviewing and considering a candidate if you have not gone over all of the policies and the compensation package with the potential new hire.  You may have found the right person, however the candidate surely has their own financial goals as well as personal needs which require consideration before accepting a new job. 
  • Train new hires immediately -  if you have ever been hired for a job and then “thrown to the wolves” you understand the importance of thorough job training.  There are certainly some positions which simply are easier to learn as you go, however a new employee should always have the support of a supervisor to help them as they develop the knowledge and skills required to successfully perform their duties.  Employee who do not feel confident in their new position are less likely to put forth their best effort.
  • For hiring sales staff, review the processes, tools and compensation plans included in The Best I.T. Sales & Marketing BOOK EVER!
  • For hiring technical staff, review the processes, tools and compensation plans included in The Best I.T. Service Delivery BOOK EVER!

It takes time and resources to find the right employee.  Once you have found the right person, make every effort to keep them, after all a happy, a well trained and productive employee is worth their weight in gold.

 Attend MSP University's next Boot Camp for FREE!

Erick Simpson
MSP University
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Posted in: General Business

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3 Quick Tips On How To Sell When No One Seems To Be Buying

IStock_000006987567Medium Whether you are selling products or services, economic times like these can be rough for anyone in sales. The word recession scares consumers and businesses alike. While the recession would be an easy excuse to explain away limited sales, the current economic climate should not be the downfall of your business.

 There is an even stronger need to sell and sell well. Sure, it can seem tough to prove otherwise when the media keeps pointing out statistics about consumer and business buying habits, but regardless - the reality is that people are still buying and sales are still being made. You just have to get better at selling.

True Sales Professionals know they need to create their own opportunities and find the solutions to fill a need. Here are 3 quick tips for selling during recessionary times.

Tip #1: Experiment With New Initiatives
If you have been using the same old sales tactics and marketing initiatives, now may be the time to try more innovative techniques that you may have avoided in the past. You may have shied away from breakfast meetings, lunch 'n learns, or other public speaking engagements because they were not your cup of tea, but both of those marketing avenues can be a great source of potential clients. Adding personal touches to your presentations can make people decide they trust in you and think seriously about investing their cash in your services.

Tip #2: Remember Psychology

Regardless of money matters, one of the keys to consistent sales is a human one. Our decision- making process is often driven by emotion, so if you can touch on some of those natural emotions such as money, security, fulfillment, and peace of mind, you may be able to trigger a sale. If you have not traditionally use an approach that elicited emotion in your prospects and clients, it's time to modify your sales approach. Consider what you would want to hear to motivate you to make a purchase of a product or service.

Tip #3: Watch Your Language
People may be too quick to throw around economy-related terms, including the dreaded 'recession'. Use more positive words, such as advantages, benefits, and opportunities. A few switches of your vocabulary can have a great impact on your potential customers or clientele.

As a Sales Professional who is battling low sales numbers, step back and take a good look at your sales approach first before assuming wary prospects or the economy is to blame. In a time when everyone seems to be pessimistic about the state of the nation, it is the prime time to become an agile, creative Sales Professional.

Click here to learn marketing and sales techniques to sell on value and increase your profitability during difficult economic times in The Best I.T. Sales & Marketing BOOK EVER!

Attend MSP University's next Boot Camp for FREE!

Erick Simpson
MSP University
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Posted in: Sales

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