How should sales people be treated? Well, considering that they’re the ones who generate the top figure of the operating statement, they should be treated like Gold! Sales people should be treated as Tops. Unfortunately, this is not often the case. Even at the receiving end of prospective businesses.

When a salesperson calls on a prospect’s or customer’s establishment, the immediate reaction from the receptionist, whoever he/she may be (a full time greeter or another staff member using the desk temporarily) is mostly negative. The perception is “are you trying to sell us something”, “we don’t need anything”, “he’s busy and doesn’t need your service or product”, or, ultimately a sign has been placed on the door “no soliciting”. We tend to treat salespeople badly and, either let them wait as to discourage them from calling or push them out the door as quickly as possible by our unfriendly demeanor.

Professional sales people have to love their job. They are usually trained or prepared to deal with this kind of situation by being forgiving and polite — except for rookies who are just getting into the game or those who’s companies have not provided proper training. Salespeople are more important to a company image than many might think. Did you know that they are business connectors as well? All these sales people who cris-cross one another on the roads leading to the hundreds of companies they visit everyday, meet now and then in business lobbies, hotel conventions and coffee shops, and talk business. Do you know what they talk about? Products, services, competitors, customers and prospects.

The people that treat them right, are talked about highly, and they’re the ones who get connected. I remember being on the road in the early eighties when I walked into a small company whose business was to shred paper for a secondary industry use. I had come across another company who had a lot of paper residue to get rid of. When I came into the shredders location, they treated me like dirt, didn’t hear me out or even want to take my business card. This was a cold call off the street while I was in the area, and I could have put them together with the other company that needed to dump their paper residue.

However, I didn’t even want to deal with them after the way they had treated me — I didn’t want to do business with that kind of unprofessional people. So, here’s a company — even if they didn’t need my services — that lost some business because they chose not to take the sales professional seriously.

Another example of an unprofessional attitude because people don’t train themselves to grow with their businesses, is a graphics company I phoned one day. As the new marketing person of an organization that was a large customer of theirs, I wanted to introduce myself, meet our account manager and find out about their services, etc. After I identified myself to the woman who answered the phone, I asked to speak to our sales rep. She “didn’t know who that would be” and asked what I wanted. I told her and she said that “she could help me”. I asked her some questions about the equipment they used, what the extent of their services were, what they did and did not do, etc. It was a simple “introductory” call from both sides.

After giving a couple of foolish responses and comments, she got all worked up and said, “Oh not again, they (speaking of their customer, my employer) keep getting new people and we have to start from square one again and have to train them all over, etc. etc.” I said to her that she didn’t have to train me, because I had had my own graphics business for several years. She replied, “Yea, that’s what they all say”. “Them” and “They” was me she was referring to. People like this can drive you crazy! Really.

I kept my cool and asked again if I could speak to the person who looks after our account. She said she was that person. Then I found out she did the billing and, to her, “account” meant accounting. Of course I meant “sales account”, “account executive”, “the sales representative who looks after this company”. She said they didn’t have one. So I tried re-wording, but it didn’t do any good.

Finally, one day I had to call on another matter and she said I would have to “talk to John”. I asked her who John was and she got worked up again and said, “Well, he’s just John, he’s John”. So since John wasn’t there, I left a message for him to call me. When John called me back, I found out he was our sales rep, account manager and production coordinator all rolled into one.

Just a few days afterward, I had to drop off a job and it was only then that I found out the “receptionist – billing” person was the mother of John! That’s why her son John was “just John” to her. There was another older man in the background, behind all of this, who made some of the ultimate decisions – I found out because I had to ultimately talk to him one day when John could not make a decision. I believe he was the father of the account representative and husband of the receptionist.

It is amazing how businesses can operate that way and nobody does anything about it. I represented a multi-million dollar company who gave them a lot of business and had the potential of giving them more business, yet they conducted themselves in this manner.

What sales people encounter in their business travels is truly enormous. They know more about your company than you might ever think from your back office. They can be selling for you as well as they make important connections. Some eighty percent of the gross industrial products is generated by twenty percent of the work force in the sales profession. They should be treated well by both sides of businesses – internally and outside./dmh

Sales leaders and managers frequently talk about: hiring the right people, sales process mapping, sales strategy, sales force deployment and customer coverage, economic drivers of profit of the customer, sales force effectiveness, and sales compensation. The entire gamut of activities listed above and some more tasks form sales management. Selling is the vital activity of a company on which the question of very survival rests. And the entire process of selling involves these tasks that need proper management to ensure a cohesive selling process. After the research and development team has given a credible product to the manufacturing department and the product is out of the manufacturing pipeline, it’s up to the sales team to take the product to the customers and exchange them for money and good will. The onus lies on the shoulders of the sales manager to strategize the sales process and methods so as to bring in the maximum possible revenue as well as forge enduring relationships with the customers. Selling through a team of sales people is possible when the sales manager knows how to manage the sales team to optimize their potential.

Treating the Sales People Well

What then is good sales management? It’s something akin to the Southwest Airlines’ model of sales management. When the entire airline industry is reeling under the blows of skyrocketing fuel prices they are the only airline to have registered profits in 2008. Instead of mulling over job cuts and travel fare hikes the managers have stood behind their sales staff and treated them like family. Whenever an employee had a problem or an employee had an issue with a customer the managers came to their rescue and together they sorted out the issue. They have followed the simple rule, “treat employees the way you wanted to be treated”. That’s the fundamental rule of sales management. A sales manager should be a mentor, guide, and a leader to their team.

Does the sales person shift their gaze to the side when they see a customer approaching? Do they suddenly remember that they have to restock merchandise instead of greeting the customer and getting interested in his needs? A Retail Customer Dissatisfaction Study conducted by Wharton’s Jay H Baker Retail Initiative confirms that the biggest saboteur of profits is a disinterested sales force. When the customer is dissatisfied a good sales manager checks their sale staff first. Recruiting the right sales personnel, providing them adequate training, making all required knowledge accessible to them and motivating them to achieve their sales targets with enthusiasm – all falls under the ambit of responsibility of a sales manager. Half of the sales team management problems wouldn’t arise in the first place if the recruitment process is solid and weeds out people that may turn out to be incompatible to the organization and a sales role.

The fundamentals of sales management includes first knowing the strengths and weaknesses of your team. Is each sales person on the team entrusted with the kind of sales they are capable of? Are they motivated enough to do well in good times and tackle the tough times? Is a sales person compensated well for their achievements? Does the sales manager listen to their suggestions and give feedback?

If there is a problem during a call the sales manager should go on “buddy calling”. Buddy calling entails that the manager would accompany the sales person on a call but let them do the job and intervene when the going gets tough. This gives the manager insight in to the way that sales person works and the sales person learns from the manager – on the job.

Keeping the Sales Channel in Peak Condition

Is the sales process vibrant and functional? Has the prospecting been done correctly? Is everything from cold calls to closing deals moving smoothly? A good number of cold calls should lead to real sales when the sales process is effective. Are the sales people concentrating on the needs of the customer? Can the sales process be revamped? Is there an Internet based sales system present? How much selling should be apportioned to the Internet and how much should be accomplished physically? Is there a gap between what’s promised to the customer and what is delivered? Is the delivery taking place in time? These are the things a sales manager should be examining constantly.

The fundamentals of sales management require the observance of some common sales fundamentals. The appearance of sales people should be smart and professional in accordance with the guidelines of the company. They should exude a certain level of confidence in their day-to-day jobs. There has to be proper guidance about prospecting and enough time should be allocated to each prospect based on their worthiness. Presentations and the closing of deals should be of top quality. Periodic training on presentation skill enhancement and personality development workshops improves the competencies of the sales people. All top sales managers spend a good amount of resources on training of their sales force.

It is also essential that sales management take in to account a comprehensive sales strategy. A sales manager should formulate a good sales strategy and execute it well. Execution is as important as strategizing. The role of synchronization – getting the right product to the right customer at the right time, cannot be undermined.

The fundamentals of sales management shouldn’t be confused with something complicated but simple attention to the details in all activity related to sales. A liberal dose of humaneness and loads of common sense as well as a goal oriented approach form the basics of good sales management.

Debt consolidation may be the answer for anyone drowning in a sea of unpaid bills. Debt consolidation lumps all of your unsecured debts including credit card bills, doctor, dentist, veterinary, and other service provider bills – any bills that are not secured by collateral or property such as an automobile or a house – into one monthly payment.

Types of Debt Consolidation

There are several ways to achieve debt consolidation, including one that does not require borrowing more money. Debt consolidation options include:

1. Home Equity Loans – A popular method of debt consolidation, the home equity loan is a mortgage based on the amount of equity you have invested in your home. It should be noted that home equity loans are secured by your house, which means if you fail to make payments on schedule, and according to the terms of the loan, you risk losing your house.

2. Personal Loans – Many banks and other lenders offer unsecured personal loans based on your annual income. The amount that can be borrowed will vary from person to person, and not everyone will qualify for this type of loan. To use personal loan proceeds for debt consolidation simply deposit the loan money into your bank account and write checks to your creditors, or ask the lender to disburse the money to your creditors for you.

3. Private Loans – Some people may be able to borrow from family or friends and arrange very individual terms. Borrowing from others in your personal life can be tricky business and it is advisable to make sure any arrangements are made in writing.

4. Debt Management Plans – Not everyone will qualify for a personal loan, and not everyone owns a house, or has someone in their personal life from whom they can borrow money for debt consolidation. For people in this situation there is another option available – a debt management plan through a credit counseling agency. Even if you have all of the previously mentioned options available to you it may be more advisable to seek out a debt management plan. Debt consolidation through a debt management plan involves having a credit counselor negotiate with your creditors for payments you can afford. You end up making one monthly payment to the credit counseling agency which then sends money to your various creditors.

Regardless of which type of debt consolidation plan you choose, be sure to check out potential lenders or your credit counseling agencies thoroughly. It is also strongly advised that you destroy paid off credit cards and formally close those accounts to avoid the temptation to charge them up again. When done carefully and with consideration, debt consolidation will ease your financial worries.

“Ignorance is bliss” never holds true in today’s information age. Especially when you are in a debt you need to know everything about the process to get yourself out of the situation. Credit counseling is one of the options for debtors who have hard time paying off their debts. Some of the frequently asked questions are discussed in this article to help you gather some information on availing of credit counseling.

Credit counseling FAQ – Does it matter if I have a hardship?
The only sure condition under which you can avail of credit counseling is when you can prove that you have a hardship. When you have no income or no sufficient income and no money in savings and assets you can become eligible for credit counseling.

Credit counseling FAQ – What do credit counselors look for?
The ratio of income over expenditure is one of the most common aspects checked by the credit counselors. Advisors first check the ratio of your debts with your income and current expenditures. They will try to identify the source of the debt problem. They will analyze and compare the responsibilities and the monthly income of the debtor. They will then suggest a new budget specifying the essential categories. The consultants will propose options to quickly identify the elements or habits that created your debts and suggest strategies to change them radically. The counselor may ask you to cancel some credit cards to avoid repeating your borrowing trend.

Credit counseling FAQ – How do they help pay off debts?
The counselor will calculate the total credit you have. It is important to tell everything to your counselor as missing information will bring greater problems. Usually the counselor negotiates with the creditors to reduce the interest rates on the outstanding payments in order to reduce your repayment amount. The advisor will prepare a monthly payment plan in order to pay your debts on all your current credits. Once you accept the terms of this estimate, then it is sent to your creditors for approval. Once approved, you can start paying your single reduced monthly payment to the counselor who will then distribute the payments to all your creditors.

Credit counseling FAQ – Can I do the negotiations on my own?
Creditors may seem a little rigid and inflexible to the debtors when approached directly. An experienced counselor knows the tricks of the trade and can perform the act with ease. Since he is not emotionally involved in this issue he can argue and negotiate with a clear head. In reality, the creditors somehow want to close the account but might act tough initially. A credit counselor with no effort can break this ice for you.

Steps that you need to take on the way to set-up your consulting business —

Choose your legal structure– It is best to formalize your business structure right from the beginning, both for the legal and the tax considerations.

The basic business entity types –

- Sole Proprietorship
- General Partnership
- Limited Partnership
- C Corporation
- S Corporation
- LLC (limited liability company)

A brief explanation of each business type —

Sole Proprietorship — Advantages –

- For erecting a business operation, a sole proprietorship is an effortless way for it. For a small business owner, sole proprietorship is of very much assistance.
- In a sole proprietorship, your business is managed by you, all of the profits are surfaced to you and all the decisions are made by you.
- As a sole proprietor, you are less weighed down by the government limits and besides this, you have less to do in terms of reporting and taxes.

Disadvantages –

- If your business is charged, you and your personal possessions can be at risk.
- In elevating a capital, sole proprietorship may invite intricacy and than you may be required to use your own money or personal loan for running the business.
- You might have to do an uphill struggle for getting an employee in view of the fact that sole proprietorships entail no stock shares

General Partnership — A partnership is an alliance of two or more people giving out their possession and organizing their business. In order to evade a difference with regard to amount of time and energy, each partner use to endow some money in the business which is an innovative idea for creating a legally binding partnership agreement between all of the partners. Corporation – A corporation is created by selling shares to its owners. With the purpose of managing the company, these owners than opt for a board of directors.

Advantages -

- Since corporation is considered as a separate ‘entity’ in almost all the cases, so it can be sued, taxed and can also go through a contractual agreements as well.
- A corporation does not necessarily put up the shutters during the change of an ownership.
- Through selling of a stock, Corporations can heave money and it can also take away the cost of benefits for its officers and employees as well.

Disadvantages –

- It is an intricate administration.
- It requires an enormous amount for a formation.
- There is a double taxation for some owners.
- For any paid dividends, taxation is done at the corporate level as well at the personal level.

Limited Liability Company (LLC) –

Advantage — Unlike general partnership, owners do not have their personal assets at risk when the LLC is sued. Disadvantage — There are stringent IRS rules as to when you can be taxed as an LLC and to become an LLC, you need to meet up with those rules in a different states. Limited Liability Partnership (LLP) –

Advantages –

- There is a Limitation on the liability for a partners which is the great plus point in it.
- There is a flexibility of capital structure and there is a flexibility in dealing out with the income and expense to the owners too.

Disadvantages –

- It can be pricey to produce it.
- It can invite more legal issues as some LLP statutes are yet inexperienced in court regarding many matters.
- There can be a difference in the requirements from state to state and besides this, Laws are too not as consistent as they are for a corporation.

Prepare your business plan — Like any other business, it is imperative that you organize your own business plan. In the market, there are numerable books and business plan software to assist you in preparing your business plan.

- Once the plan is put into implementation, it gives a base for a comparison and for a measure achievements.
- It furnishes with the detail monthly projections for the current plan year and gives a yearly synopsis for the next two years.
- For executing a business ideas and strategy during the next 2-5 years period, Business Plan function as a guide for a businessman to propose a rational and logical framework.
- It provide foundation of co-operation with the representatives of third party financial institutions, such as – creditors, government authorities, bankers and lenders aimed at obtaining loans and capital investment.

Create your home office — If you are starting your business with a pea-nut amount of money, than begin by working from your home. This is utterly important if you are boarded on this business on a part-time basis. If you are looking ahead to get together with the clients on a regular basis in your home office, than better make sure of your neighbors as they can criticize about the big number of a traffic in your area. When you work at home, your home office fetches you with the many advantages. This embraces the chances of subtracting the mortgage interest, utilities, cleaning and the upkeep. You will be also able to make use of your internet connection, dining room table, home computer, telephone and the other facilities which are in a home.

Hence, these are the basic business consulting steps which are needed to be considered.