Sales Management in This Recession – Improve Your Sales Team?s Performance

We limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night.  This article can help you or your people overcome self limiting sales beliefs and develop more business faster.

Back to the two ladies I talked about in my previous story, after I asked my favorite question.  “So ladies, what are your major issues as it relates to business development during this economic down time,” here is what happened.

I started giving my suggestions about what they could do about the low price issue (see previous story.)  As I’m talking, one lady is sort of listening as the other is checking out all the other people to see if there is someone better that she can network to.  As people walk by she actually starts talking to them as I’m talking and then comes back to my golden nuggets of selling wisdoms.  Obviously she wasn’t interested in hearing what she could to do about her issue.  The other paid a little closer attention, but then wanted to tell me why the customer was wrong.  Basically, without words, she told me she was going to continue doing it her way.

Now here is the irony.  These people need to win more deals.  Their business floats with the economy, meaning good economy, more business and bad economy, less business – always the same share or the pie.  Yet, their employers want business – no matter good or bad economy.  This means in a bad economy their share has to get bigger or they have to beat the competition more often.  So why don’t these people want to get some tips and try to use them?  Here are 2 reasons why.

People that are employed are content and feel they don’t need to do anything different.  If anything they want to change their employer – i.e. complaints, suggestions, and excuses.  Even if they are on an incentive or commission they blame the company for their failures.  That’s why I advocate a negative commission, i.e. you lose money if you lose a sale that’s forecasted.

These people have no reason (in their mind) to change.  This is where management has to step in (a) to tell their people what they have to do – coaching, and (b) then hold them accountable for producing results – task master.

People hold themselves back.  From childhood we are conditioned to attain a level (get a job.)  People get so far i.e. employed with a steady paycheck, and they have subconsciously reached their level.  Yes, everybody says they want more, but they are held back by their own negative self talk, and this, believe it or not, keeps them in their comfort zone.  Subconsciously they are saying, “The devil I know is better than the one I don’t.” or “Why invest in self improvement, I’m good at what I do.” or “This is as good as it get’s.  Why risk, why make the effort?” or “It’s everyone else’s fault,” or some other limiting negative self talk.

This again is where managers have to step in.  They have to realize these self limits about their people and (c) train them on how to sell,- trainer (d) show them on how to do it, – mentor  and (e) again, hold them accountable for the implementation – task master.  The lack of accountability for implementation is why training and self-help fails.  Without reinforcing the changes, the negative self talk that is solidly programmed in the minds of everyone, takes over and sabotages any progress towards change.  See John Assaraf’s book The Answer for more on this topic.  www.johnassaraf.com  

So the moral of this story is that employed people do not have the incentive to change.  They are content in their status and unless someone – like a manager – is not content with their outcome, nothing will happen to raise the level.  It’s as good as it gets with more of the same happening, but everyone hoping for better results – the classic definition of insanity.

And now I invite you to learn more.

Bonus tip:  If you’d like to see to what extent your people limit themselves, use this FREE SALES TEAM ASSESSMENT TOOL.  Just click this C-Level Relationship Selling Link -  http://takemetoyourleaders.com/Assessment . Sam Manfer makes it easy for any sales manager to be effective coaching his or her sales people to feel comfortable connecting with and relationship selling C-Level leaders. 

Real Estate Accounting – Best Deal to Improve Accounting Tasks

Anyone in the real estate business would know for sure that Real Estate Accounting is the cause of headache, stress and tension. This is because real estate accounting is a lot different from the normal accounting for other businesses. It involves a lot of professional help as the standards and procedures are way different. Since it’s a requirement to maintain a fair set of accounting books, Real Estate Accounting become important to the business. In making the accounting more important sometimes the entrepreneurs themselves forget the business and keep track of the account which often leads to heavy losses. Neglecting the business is not a solution to solve these problems nor is hiring a very expensive profession. The professional will charge a heavy fee and in these times of recession and on going depression, a CPA comes in as highly expensive. Real Estate accounting firm gives one a just the right way out.

Real Estate accounting firms solves all your real estate accounting troubles in a minute and the best advantage about them is that they are a lot cheaper then a normal CPA professional. Below are reasons why one should hire the help of Real Estate Accounting than of any other source and how it might be profitable for the entrepreneur as well as the business.

The first advantage of Real Estate accounting services is that they are cheap. Way cheaper than normal professional. Hence with the current economy and the cost cutting methods this is a perfect way out. One can stay in the market, compete with the peer group companies and also make healthy profits with just a simple informed decision of hiring Real Estate Accounting. Another benefit is that since it’s a firm and handles the accounts of many companies it knows which policies are the best for the company and how to maximize profits by manipulating accounts.

The second reason why one should hire Real Estate Accounting is because accounts are like the face of a company and a lot of people read the accounts. Stockholders, stakeholders, creditors, debtors, clients, prospective investors, banks and the government look at the accounts of a company. Thus to make these people interested one has to make the accounts look attractive and Real Estate Accounting is a sure shot way to achieve that.

Real Estate Accounting makes the entrepreneur relaxed and tension free as he knows that the boring and mundane issue of managing accounts is now handles by professionals at half the cost. The entrepreneur can now think of the core aspects of the business such as growth, acquisitions and staying a step ahead of the peers. This way the funds as well as the business are well handled.

Lastly, Real Estate Accounting is a boon for small firms as well as big ones as outsourcing increases on a daily basis and the real estate market is falling sharply. With business firms going bankrupt and insolvent due to the falling rates of real estate, Real Estate Accounting becomes a god sent.