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Casual Articles - Kiss the T.O.A.D. for Sales Effectiveness
I have encountered so many rude customer service people over the phone. Those rude and impatient people shouldn't have been hired to be there in the first place. I learned over the years to only hire high quality people to run your company and business.If you hire the wrong kind of people to do the wrong kind of job, that’s when your business and company will suffer the consequences sooner or later. If you hire the right kind of people to work for you, your company will flourish and your customers and clients will want to do more business with you in the future.These are 5 qualities that you want the most from your employees:#1 HIRE ONLY HAPPY & POSITIVE PEOPLE!Happy people creates happy atmosphere at your work place and they will treat your customers will friendly, happy and kind attitude. Happy people tend not complain too much! They are happy to do their job! Negative attitude is very infectious, it's like virus, it will spread very fast! One person with negative and ungrateful attitude can make other people's life miserable in your company. Make sure when they look happy, they are not on drugs or drunk.#2 HIRE SMART & GO-GETTER PEOPLE! Smart & go-getter people can find a way to solve problems even if they don't even know the answer. If they are only smart, but they are not a go-getter, some
To kiss the T.O.A.D., you must show respect.
Creating Enthusiasm and Mutual Respect
Establishing intent is critical. This is not a session for reprimand or criticism. The Sales Manager should ask if he or she truly has the desire to:
• Increase Territory Managers’ incentives
• Help them achieve preset objectives
• Help them improve performance
• Remove obstacles and provide resources and support
This is the only way to get the respect necessary for the T.O.A.D.
A generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation. Such an attitude is also critical to the dynamic of the T.O.A.D. If the majority of your selling force is not receptive toward change at the start, very little can be done to create an atmosphere conducive to success. This attitude problem must be corrected before another step is taken.
<The most unusual franchise opportunity that I have come across specialises in cleaning mattresses! They have turned this business into an art form. The way I clean my mattresses is by taking them out on a cold day and hitting them with a hard brush. The brush dislodges all the loose material whilst the cold kills any bed bugs.This franchise has all the specialist equipment needed including hi powered cleaners, UV radiation equipment and specialist hygiene sprays. They claim that a properly cleaned mattress will also reduce many allergies. It can also help in reducing Asthma attacks by removing dust & tiny skin particles from the mattress and thereby reducing the amount of dust in the air. If you are scared of bed bugs or creepy crawlies then this franchise opportunity is not right for you!Another franchise that I found unusual was a window cleaning franchise - why would any one buy this type of franchise? Surely all you need is a van, a decent ladder, some cleaning material and you are ready? Not all window cleaners are the same…This window cleaning franchise I looked at can also clear your gutters, decks and fences, roofs, patios and a whole lot more. Their aim is to make what was simply window cleaning turn into a full time business opportunity offering a wide variety of cleaning functions.All their franchisees a
So, what does kissing the toad have to do with Sales Effectiveness?
Kissing the T.O.A.D. is the cornerstone to improved sales effectiveness because T.O.A.D. stands for:
Territory
Opportunity
Action-planning
Discussion
This is a discussion that must occur monthly and focuses on targeted account growth and territory success.
Management may refer to these meetings as a monthly performance review, but they are not individual performance reviews. They are a review of territory performance based on objective performance metrics only. These meetings must be considered by both management and the territory salesperson as Territory Opportunity Action-planning Discussions because that is exactly what they are.
The T.O.A.D. is the most important component of improved sales effectiveness. Critical performance issues are discussed during the T.O.A.D. It provides the forum for Sales Management and the Territory Manager to discuss, plan, and measure success. These discussions introduce accountability and identify opportunities for improvements with action planning specific to each objective. It is the Sales Manager’s job to not simply participate in this process, but to use these opportunities to coach, counsel, and correct issues regarding performance. If conducted properly, the T.O.A.D. process will become an effective tool in improving both the Sales Manager’s and Territory Manager’s performances.
The only purpose of the monthly T.O.A.D. is to improve territory performance. T.O.A.D. should not include any activities that do not directly support this goal. If the Territory Manager does not find the review helpful, it has not served its purpose.
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviously linked.
How Important is the T.O.A.D.?
All companies are in constant need of aggressive, creative and resourceful salespeople to have their products specified, accepted and used by customers. Without informed and capable field salespeople, no distributorship could hope to compete in the marketplace today.
But how often have any of us stopped to consider the fact that good salespeople, the kind who can help a company really grow, don’t just happen to come along by chance or fate? There is no such thing as a “born salesperson,” because selling ability is much more than an intangible given that a person either has or does not have.
Granted, selling does require certain attributes in a person. He or she should, for example, be basically outgoing in manner and capable of making a genuinely favorable impression almost immediately. Also, the person must be intelligent, able to grasp ideas and details easily, retain them and recall them for use whenever necessary in selling situations. These factors and many others relating to personal and emotional characteristics are contributing elements in the makeup of the successful salesperson.
But are these characteristics all that are required to make a successful territory manager? Obviously they are not. A salesperson must have adequate tools, resources and leadership to maximize his or her effectiveness. That is why you should kiss the T.O.A.D. That is why the T.O.A.D. is so vital. It provides the support and the resources to ensure each salesperson has the opportunity to maximize his or her personal effectiveness.
Have You Kissed The T.O.A.D. Lately?
The monthly T.O.A.D. is the platform for sales effectiveness. It is vital that the T.O.A.D. follows a structured process. This is not because there is a single, best way to approach a T.O.A.D., but because the discussion needs to minimize subjective, personal issues and maximize creative thinking and the free flow of information. The T.O.A.D. reduces subjectivity by using clear, objective measurements and by making all commitments between the Territory Manager and the Sales Manager explicit rather than implicit.
To kiss the T.O.A.D., you must show respect.
Creating Enthusiasm and Mutual Respect
Establishing intent is critical. This is not a session for reprimand or criticism. The Sales Manager should ask if he or she truly has the desire to:
• Increase Territory Managers’ incentives
• Help them achieve preset objectives
• Help them improve performance
• Remove obstacles and provide resources and support
This is the only way to get the respect necessary for the T.O.A.D.
A generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation. Such an attitude is also critical to the dynamic of the T.O.A.D. If the majority of your selling force is not receptive toward change at the start, very little can be done to create an atmosphere conducive to success. This attitude problem must be corrected before another step is taken.
Outsourcing means to take a company’s business and other processes to an outside firm. The outsourcing process is mainly handed over to an outside or overseas firm which specializes in providing the required services. There are different segments of business which can be outsourced. Some of the outsourced segments of business process are customer support system, call centre functions, human resources, research processes, engineering services, IT operations and accounting outsourcing besides many others. Accounting outsourcing is undertaken by many firms to provide efficient and cost effective services to its clients.There are many aspects of accounting which is taken care of through accounting outsourcing. Some of these aspects are asset management, expense and revenue management and reporting, accounts receivable collection, management and consultancy services and also maintenance of accounts. The entire process of your accounting outsourcing will be taken care of. All you need to do is sit back, relax and enjoy the professional services provided by the specialists.The outsourcing process is of great help to customers during the tax season when everybody wants to keep their records clean by paying the right amount of taxes just at the right time. During this time it is very important that everybody pays their taxes, but they al
The only purpose of the monthly T.O.A.D. is to improve territory performance. T.O.A.D. should not include any activities that do not directly support this goal. If the Territory Manager does not find the review helpful, it has not served its purpose.
These sessions are not intended to be disciplinary in nature. They support rather than replace the existing annual performance appraisals. Remember, you are primarily reviewing territory performance, not individual performance, although the two are obviously linked.
How Important is the T.O.A.D.?
All companies are in constant need of aggressive, creative and resourceful salespeople to have their products specified, accepted and used by customers. Without informed and capable field salespeople, no distributorship could hope to compete in the marketplace today.
But how often have any of us stopped to consider the fact that good salespeople, the kind who can help a company really grow, don’t just happen to come along by chance or fate? There is no such thing as a “born salesperson,” because selling ability is much more than an intangible given that a person either has or does not have.
Granted, selling does require certain attributes in a person. He or she should, for example, be basically outgoing in manner and capable of making a genuinely favorable impression almost immediately. Also, the person must be intelligent, able to grasp ideas and details easily, retain them and recall them for use whenever necessary in selling situations. These factors and many others relating to personal and emotional characteristics are contributing elements in the makeup of the successful salesperson.
But are these characteristics all that are required to make a successful territory manager? Obviously they are not. A salesperson must have adequate tools, resources and leadership to maximize his or her effectiveness. That is why you should kiss the T.O.A.D. That is why the T.O.A.D. is so vital. It provides the support and the resources to ensure each salesperson has the opportunity to maximize his or her personal effectiveness.
Have You Kissed The T.O.A.D. Lately?
The monthly T.O.A.D. is the platform for sales effectiveness. It is vital that the T.O.A.D. follows a structured process. This is not because there is a single, best way to approach a T.O.A.D., but because the discussion needs to minimize subjective, personal issues and maximize creative thinking and the free flow of information. The T.O.A.D. reduces subjectivity by using clear, objective measurements and by making all commitments between the Territory Manager and the Sales Manager explicit rather than implicit.
To kiss the T.O.A.D., you must show respect.
Creating Enthusiasm and Mutual Respect
Establishing intent is critical. This is not a session for reprimand or criticism. The Sales Manager should ask if he or she truly has the desire to:
• Increase Territory Managers’ incentives
• Help them achieve preset objectives
• Help them improve performance
• Remove obstacles and provide resources and support
This is the only way to get the respect necessary for the T.O.A.D.
A generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation. Such an attitude is also critical to the dynamic of the T.O.A.D. If the majority of your selling force is not receptive toward change at the start, very little can be done to create an atmosphere conducive to success. This attitude problem must be corrected before another step is taken.
<1. They influence your luckIt has been wisely said that a man is known by the company he keeps. By observing the friendly circle of a person we can tell about his character and traits. If you move with the drunkards you will get their habits and start drinking. If you move with the poets you will soon develop a way of thinking like theirs. And if you move with the rich and powerful you will soon learn from them the art of becoming rich and powerful. Rich or powerful people are the parts of the same coin. If a person has a lot of wealth he is also powerful. And a person who has political power mostly has a lot of cash. In the company of such persons you get more opportunities in life and you will be more lucky.2. They bring business for youThe person who moves with the rich and the powerful can never remain poor. New opportunities always enter his life. By associating with them he associates with new and lucky breaks. One of my students Ranjan Kumar was running his own manufacturing plant having an annual turnover of more than rupees twenty five lakh. A few years ago he was in deep financial trouble - with a bank loan of rupees seventeen lakh and workshop without much work. He had struck friendship with a person whose father was chief engineer in a famous car manufacturing company in Gurgaon. Soon he got a good manu
How Important is the T.O.A.D.?
All companies are in constant need of aggressive, creative and resourceful salespeople to have their products specified, accepted and used by customers. Without informed and capable field salespeople, no distributorship could hope to compete in the marketplace today.
But how often have any of us stopped to consider the fact that good salespeople, the kind who can help a company really grow, don’t just happen to come along by chance or fate? There is no such thing as a “born salesperson,” because selling ability is much more than an intangible given that a person either has or does not have.
Granted, selling does require certain attributes in a person. He or she should, for example, be basically outgoing in manner and capable of making a genuinely favorable impression almost immediately. Also, the person must be intelligent, able to grasp ideas and details easily, retain them and recall them for use whenever necessary in selling situations. These factors and many others relating to personal and emotional characteristics are contributing elements in the makeup of the successful salesperson.
But are these characteristics all that are required to make a successful territory manager? Obviously they are not. A salesperson must have adequate tools, resources and leadership to maximize his or her effectiveness. That is why you should kiss the T.O.A.D. That is why the T.O.A.D. is so vital. It provides the support and the resources to ensure each salesperson has the opportunity to maximize his or her personal effectiveness.
Have You Kissed The T.O.A.D. Lately?
The monthly T.O.A.D. is the platform for sales effectiveness. It is vital that the T.O.A.D. follows a structured process. This is not because there is a single, best way to approach a T.O.A.D., but because the discussion needs to minimize subjective, personal issues and maximize creative thinking and the free flow of information. The T.O.A.D. reduces subjectivity by using clear, objective measurements and by making all commitments between the Territory Manager and the Sales Manager explicit rather than implicit.
To kiss the T.O.A.D., you must show respect.
Creating Enthusiasm and Mutual Respect
Establishing intent is critical. This is not a session for reprimand or criticism. The Sales Manager should ask if he or she truly has the desire to:
• Increase Territory Managers’ incentives
• Help them achieve preset objectives
• Help them improve performance
• Remove obstacles and provide resources and support
This is the only way to get the respect necessary for the T.O.A.D.
A generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation. Such an attitude is also critical to the dynamic of the T.O.A.D. If the majority of your selling force is not receptive toward change at the start, very little can be done to create an atmosphere conducive to success. This attitude problem must be corrected before another step is taken.
<Industrial name plate is a vital industrial product identification tool. Each product needs to be identified, for this name plates are attached or printed directly on it. The design of industrial name plate is very important as the nameplate mirrors the image of an industry and its products. It should have a unique quality, sustainability, finishing and character to stand apart; it should not be a run of the mill product. The brand should be portrayed in such a way that it should enhance the quality of a product; it should become a household name.Nameplates and their vast utility:Name plates are useful for customer information as well as for the service technicians. The nameplates can be affixed to give warranty instructions, warnings, "how to use" instructions or important data and contact numbers. Custom name plates help in maintenance also as equipment setting information, specifications and troubleshooting instructions etc are engraved on the custom nameplates.There are various nameplate companies dealing in custom tags, FAA tags, control panels, dials and gauges. For vehicle industries like truck, tanker and trailer manufacturers, Vehicle Identification tags and assembly information, dial indicators for temperature, oil, liquid and vapor, emergency and prevention custom labels with vehicle mainte
But are these characteristics all that are required to make a successful territory manager? Obviously they are not. A salesperson must have adequate tools, resources and leadership to maximize his or her effectiveness. That is why you should kiss the T.O.A.D. That is why the T.O.A.D. is so vital. It provides the support and the resources to ensure each salesperson has the opportunity to maximize his or her personal effectiveness.
Have You Kissed The T.O.A.D. Lately?
The monthly T.O.A.D. is the platform for sales effectiveness. It is vital that the T.O.A.D. follows a structured process. This is not because there is a single, best way to approach a T.O.A.D., but because the discussion needs to minimize subjective, personal issues and maximize creative thinking and the free flow of information. The T.O.A.D. reduces subjectivity by using clear, objective measurements and by making all commitments between the Territory Manager and the Sales Manager explicit rather than implicit.
To kiss the T.O.A.D., you must show respect.
Creating Enthusiasm and Mutual Respect
Establishing intent is critical. This is not a session for reprimand or criticism. The Sales Manager should ask if he or she truly has the desire to:
• Increase Territory Managers’ incentives
• Help them achieve preset objectives
• Help them improve performance
• Remove obstacles and provide resources and support
This is the only way to get the respect necessary for the T.O.A.D.
A generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation. Such an attitude is also critical to the dynamic of the T.O.A.D. If the majority of your selling force is not receptive toward change at the start, very little can be done to create an atmosphere conducive to success. This attitude problem must be corrected before another step is taken.
<Let's start off with the most common mistake applicants make on job interviews.According to 36% of recruiters who completed a survey by Korn/Ferry International, one of the largest recruiting companies in the world, the most common mistake is: Talking too much.The second most common mistake in the poll was lack of knowledge about the company or position (22%).The lesson: make your point, then leave it at that and wait for the interviewer to speak.In an informal survey of hiring managers about mistakes people make during an interview, lack of eye contact turned out to be one of the biggest ones. It seems like a simple thing, but many people just seem to forget it or don't pay attention to it.To the interviewer, lack of eye contact can signal a number of negative things: You are not telling the truth. Or you are being evasive. Or you're hiding something. I'm not advocating that you stare at the interviewer. Just maintain steady, engaged, eye contact when you or the interviewer are speaking.Poor body language Interviewers are generally skilled observers. They are looking not only at what you say but how you say it, including your body language. Do not slouch. Crossing your arms in front of your chest sends out the wrong signal. Maintain good posture and try to keep your hands fold
To kiss the T.O.A.D., you must show respect.
Creating Enthusiasm and Mutual Respect
Establishing intent is critical. This is not a session for reprimand or criticism. The Sales Manager should ask if he or she truly has the desire to:
• Increase Territory Managers’ incentives
• Help them achieve preset objectives
• Help them improve performance
• Remove obstacles and provide resources and support
This is the only way to get the respect necessary for the T.O.A.D.
A generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation. Such an attitude is also critical to the dynamic of the T.O.A.D. If the majority of your selling force is not receptive toward change at the start, very little can be done to create an atmosphere conducive to success. This attitude problem must be corrected before another step is taken.
There are a number of fundamental steps that can be taken to improve attitude. Some of these are:
• Demonstrate your respect for the Territory Manager by listening first.
• Constantly communicate the value of improved sales effectiveness and demonstrate your commitment through 100% participation and support.
• Create enthusiasm by displaying enthusiasm. (Enthusiasm is contagious!)
• Focus your time with the Territory Manager on coaching and mentoring.
• Display leadership characteristics by making sure the Territory Manager has a thorough understanding of targeting, goal setting and action planning.
Preparing to Kiss the T.O.A.D.
The Territory Manager should prepare for the T.O.A.D. ahead of time by reviewing action plans and objectives for target accounts, checking the commitments made, and defining the support necessary from management. A quick checklist of what went right and what went wrong for each objective will prove very helpful to the T.O.A.D.
The Sales Manager should prepare for the T.O.A.D. by studying the Territory Manager’s monthly and year-to-date sales and profit numbers, and making note of any performance that is above expectations as well as any performance that is below expectations. He should also review his notes from the prior T.O.A.D. for the mutual commitments made and any supplemental territory performance information to be checked. Preparing questions on each specific numeric measurement may be helpful. The Sales Manager should write down specific goals for the T.O.A.D. (what he or she hopes to accomplish) and create a brief agenda. Depending on the situation, he or she may want to forward the agenda and any preparatory information or questions to the representative a few days before the session.
The Actual Act of Kissing the T.O.A.D.
The T.O.A.D. should maximize the participation of the Territory Manager. After all, if he or she does not find the session helpful, it is a waste of time. As much time as possible should be devoted to realizing this goal. Strong Territory Manager participation in the session is one of the most effective methods of developing both an attitude for learning and a desire for successful accomplishment of goals and objectives.
The structure of the T.O.A.D. should follow the diagram below. Remember, you are trying to minimize subjective content and maximize coaching, mentoring and support.
Objectively Assess Performance
A primary source of performance measurement is the scorecard. If you don’t have one, create one. A scorecard is nothing more than a summary of actual performance against identified targets and the objectives set for those targets. The T.O.A.D. should generally begin with a quick look at each measurement, along with the trends the numbers indicate.
Next, progress on action plans for each target account should be checked. If action plan tasks are being completed but the corresponding growth of the account is sub par, the Sales Manager and Territory Manager should discuss the reasons and consider changes to the plan and/or account goals. If the Territory Manager is consistently failing to complete action items on time, a discussion about time management may be warranted.
The Territory Manager and Sales Manager should also verify that the specific commitments made at prior T.O.A.D. sessions have been fulfilled. It is critical that, after kissing the T.O.A.D., both the Territory Manager and the Sales Manager have a clear, shared understanding of territory performance.
Coach, Mentor and Support
The bulk of the time with the T.O.A.D. should be spent on these activities. The Sales Manager should generally approach the T.O.A.D. by listening to the Territory Manager. Where is he or she having problems? What resources does he or she need? Where are his or her key skill and knowledge gaps? How is his or her attitude? Does he or she understand the targeting process and other sales effectiveness concepts?
Items to consider include:
• Improving the Territory Manager’s time management
• Improving the Territory Manager’s use of team-based selling
• Modifying target account goals and action plans
• Providing key resources such as training
• W
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