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POWER TIPS TO IMPROVE SALES MANAGEMENT, SALES, CUSTOMER SERVICE, PRODUCTIVITY AND MORALE
By Dr. Wayne Eisenhart
 

Power Tips are simple solutions to complex problems. What busy business person would not appreciate simple, tested, proven techniques to improve business performance in key areas that are guaranteed to work? Sound too good to be true? Don't underestimate what you are about to read because of its simplicity. Simple solutions to complex problems is what Power Tips are all about. They really do work. Here are some:
 

Power Tip #1

If you have responsibility for sales management, how would you immediately like to improve sales? Do a calculation called a "break-even" on all your salespeople. Total up all of their direct and indirect costs and compare that with the gross profits they have produced. Then rank them from best to worst in terms of performance. Next, more strongly incentivize your salespeople. Have a series of individual meetings. If your salespeople are on some sort of base and commission, do the following:

For the good performers, compliment them and reward them with an increased base or commission. For the marginal performers, cut their base or commission so that they have to sell more to make the same amount of money. Terminate the poor performers, or at least formally warn them and put it in writing. Of course, check with a local labor attorney on this first.  However, the principle remains the same; calculate the productivity of your salespeople, reward the good performers, cut the base or the commission of the marginal performers, terminate the chronically sub-standard performers and replace them. This is a guaranteed way to improve the performance of your sales force. It works every time!
 

Power Tip #2

Never pay salespeople on units sold. Pay on gross profit.
 

Power Tip #3

Never pay a salesperson a straight salary.
 

Power Tip #4

The single best and fastest way to improve customer satisfaction is a Mystery Shopper Program. Have people unknown to your staff "shop" your stores or interact with your frontline people. Do this for those with phone contact, counter people and floor salespeople. Also have the mystery shoppers review the physical stores and facilities. Have them compile reports on who provides good customer service and who doesn't. Also get reports on what managers maintain standards in their stores or facilities. Reward or sanction the customer service performance of your employees. Make it a regular part of their performance reviews.
 

Power Tip #5

How to improve productivity and moral. Have you ever noticed some people in life and in business always have a good attitude? And that some people always have a sour or down attitude? Have you also noticed that many times in business that no matter what a manager does, certain employees will always have a bad attitude? You can counsel them, you can try to cheer them up, you can send them to seminars, you can do team building exercises, but some people just won't respond and will continue to have a bad attitude. So, in today's increasingly dynamic and competitive business world, how do we improve morale in your business or department? Terminate those without it! If you allow employees with poor attitude or morale to remain, it inevitably affects co-workers. Deal firmly with the malcontents and you will be pleasantly surprised how morale improves.
 

This article was published online, and in Malaysia and the Philippines.
 

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Dr. Wayne Eisenhart
Professional Keynote Business Speaker & Trainer
Entrepreneurial Development Group(EDG)
Dr. Eisenhart may be contacted initially by email.
E-mail: wayne@futuremaker.biz
Web: www.futuremaker.biz

Dr. Wayne Eisenhart is a dynamic international keynote speaker, public speaker, professional speaker, business speaker, management speaker, and business consultant on today's most critical business issues. He specializes in entrepreneurial development, business development & business management, globalization issues, leadership training & leadership development, management training & management development, organizational development, customer service, hiring, training, and supervision, building profits in any economy, and more. He is available to speak at conferences, conventions, public speaking events, seminars, meetings, custom programs, in-house presentations, organizations, shows, speaker bureaus, and special events.