New York City digs my marketing action. Three hundred miles, at
least five accents and an entire way of life away from my Maine
perch, I do more business in the city than I do in my own backyard.
It's evidence of an odd phenomenon: We've got a great
appreciation for things from "away": art, people,
literature, culture and, it seems, advice. What comes from within
our home, community and workplace is never quite as compelling as
what comes from without.
Embracing an outsider makes good sense when your sales force
needs a little pick-me-up. The person nearest the sales
difficulties, the manager, may be too hamstrung to diagnose the
troubles and implement any substantive changes. "Those close
to a situation often lose their objectivity and credibility,"
counsels Mike Marchev, a sales trainer, employee motivation
consultant and president of Michael Marchev Associates in Colonia,
New Jersey. Marchev, the author of Become the Exception (Greyhound
Press), adds, "Regardless of the sales manager's ability
to train, teach, coach and motivate, there's truth to the
notion ‘no man is a prophet in his own land.' "
Signs that you need an outside sales expert may be subtle or
severe. Be on the lookout for decreased productivity, declining
revenues, loss of interest in the sales process, less time spent in
the field or more time in the office, and group depression that can
grab hold of a team in tough times. Other indicators include
salespeople complaining about everything from leads to pricing.
When your employees show SOS (save our sales) signs in abundance,
says Marchev, "they need a shot of enthusiasm, creativity and
renewed purpose."
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Sales consultants provide numerous services, including training
sessions, compensation plans, lead generation systems, evaluation
of strengths and weaknesses, recommendations for fixes and coaching
for managers. Find a sales consultant through Web research, trade
organization and referrals from others in your industry.
"Carefully check credentials, qualifications and references
before making a selection," says Bob Kantin, author of
Sales Proposals Kit for Dummies (Hungry Minds) and a
principal in Plano, Texas, consulting firm SalesProposals.com.
Sales consultants charge by the project or the hour-figure on
$250 to $400 per hour for an ace with a proven track record. Other
consultants charge by project scope, based on whether advising is
done in person or by phone, or on a part- or full-time basis. Look
for hard-and-fast deliverables, such as a contract that stipulates
a specific dollar amount in new business by a specified time. If
you write "$5 million more sales in a year," you'll
have few qualms about paying a healthy fee.
Know what you want from an advisor before you start making the
rounds. Do you want more appointments, higher sales revenues, an
evaluation of what's right and wrong in your organization? Can
you handle the truth, or are you just after support and guidance
from a seasoned professional who'll encourage you and your
team? Be prepared when you start interviewing-don't waste time
or money on the wrong fit for your needs and desires.
When you've made the decision to invest in outside help, be
ready to enthusiastically support your decision to your staff.
There's a natural suspicion about bringing in an outside
viewpoint, someone who's there to observe, make judgments and
offer recommendations for improvement. Be upfront about your
rationale and present the project as a career-quality improvement
for the entire team.
Kimberly L. McCall is president of McCall Media &
Marketing (www.marketingangel.com ), a business communications
company in Freeport, Maine.
Contact Source
- Michael Marchev Associates
(800) 508-1364, (732) 381-3084