Coach Erik

From a Friend

The Backbone of Every Company

Sales is the backbone of every company!

Is that statement true or false?

Some people might say it's true. Some might say it's false. But their answer will surely depend on their perspective. Some people in your own company may think that the sales staff is not that important.

I have even heard managers say that the sales staff creates all of the problems in the company - problems that the operations and accounting people need to fix, problems that put the installation department or the delivery department under stress.

Many say, "If it wasn't for the sales staff, this company would run a lot smoother."

Well, if you think the answer is false, then you are absolutely right. The managers are right, too. Sales people do create all of the problems. Have you ever heard someone at the coffee machine say something like, "If Bill, in sales, hadn't signed that contract, then we wouldn't have to deal with those parts on back order?"

How about, "Remember that job last month that Sam signed up? What was he thinking by telling the customer we could be finished in four weeks? If only the sales people just stopped closing those sales that caused us all of these problems!"

Well, these people are right, but not for the reasons that you may think. They are right because things would run smoother without any sales. In fact, they would run so smoothly that, without a sales force, companies wouldn't need anyone in accounting or delivery, or any other department, for that matter. So, if these types of grumblings are common in the conference room or around the water cooler, then perhaps it would be wise to review whether or not the operations department or the delivery systems can be streamlined to accommodate what is being sold in the field?

Perhaps the problem is with the sales staff, or perhaps it's the sales script, or lack thereof? This is where coaching comes into play. It brings a fresh set of eyes to the problem and uses a variety of strategies to solve it. We need to be honest about one thing - until there is a sale, nothing else happens. If nothing happens until there is a sale, then the sales staff really is the backbone of every company.

Next month, we will talk about who gets the better deal when a sale is made - the company or the customer? The answer may surprise you!

~Coach Erik

The Who

We All Have To Go Sometime...
...to a large networking event, that is.

Large networking events can be overwhelming and intimidating. But you have probably heard the adage that it's not who you know, not what you know. Well, networking is how you get to know the who.

I think everyone knows that you can't show-up and collect business cards, especially since most everyone at any networking event is trying hard to sell something to you. Heck, they didn't go the the networking events to buy something from you!

So, here are four ways to make networking more fun and effective for you.

1) Do your homework - Find out what kind of businesses will be represented. Ask the event organizer about who is expected to attend, based on the marketing that was done for the event. Find out about the sponsor and anything else you can about the event.

2) Set goals for the event - Identify the 4 or 5 people that you really want to meet (targets). Perhaps these are the "connectors" of the event - the people who know everyone and can introduce you to other key referral contacts.

3) Find your targets - Work from the inside of the room, out. Start in the middle, as this is where the "important" people hang out. Most of them will cut out early. The wall-flowers will always be there. When meeting people, focus on them - ask them questions about their business and how you might be able to help them by introducing them to people you know. More than likely, they will ask you about your business. Keep your interaction short and use the conversation to see if they can introduce you to one of your key targets.

4) Follow-up - After the event, make sure you follow up by sending referrals or a contact to the people you met, in order to help their business. Be of service - be the connector, yourself. By helping them, you will make them want to help you. This will build the relationship and start you on your way to building a network of people.

Zig Zigler said, "You can have everything in life you want, if you will just help others get what they want."

Be the connector and have fun meeting and helping others get what they want!

Blog 101

Welcome to My Blog

Goal Setting
My daughter plays softball. When she was 12, something happened. She stopped listening to me and her mother when it came to softball. But she still liked to play and had set a goal for herself, to play High School Varsity Softball. In order to reach that level of competition, she needed help. So her Mother and I set out to find her a coach who could help her reach her goal.

Sports are lot like business. So, if you looking for someone to coach you to help you reach your goals, here is what we found when looking for someone to coach our daughter:

• A Good Coach is someone who you must trust.
• A Good Coach will help you set your goals, not his goals.
• A Good Coach will help you reach those goals and hold you accountable if you don’t.
• A Good Coach will knows how to motivate you to reach your goals.
• A Good Coach will be able to see how all the players relate to each other.
• A Good Coach will be honest and tell you how its.
• A Good Coach may not play the game but she will understand the game and will recognize when it's not being played correctly.
• A Good Coach will know when and what to teach.
• A Good Coach knows that using your gut to help make decisions is important, but numbers never lie.
• A Good Coach expects his players to never stop learning. In fact, he knows they must never stop learning.
• A Good Coach will test and measure to help her player improve.
• A Good Coach will know who and when to ask for help.
• A Good Coach will know that there is more to life than the game. And only a balanced athlete will perform his best.
• A Good Coach knows there will be up and downs. She will celebrate with you in the good and help pick you up in the bad.
  

My Daughter has since reached her goal and now plays on her Varsity High School Softball Team as a catcher. She has set a new goal. She wants to play softball for a Division 1 University. She still has a Coach and he has been helping her achieve her goal.

What’s You Goal?
Could a coach help you reach it?
Those who reach the top rarely get there by themselves.
They all had help.
Don’t be afraid to ask!!!