This President Is On Track To Double Sales
This President Is On Track To Double Sales
Mr. Lapointe decided to work with me to take his business to the next level, which in his words was to double sales within 12 to 24 months. My first reaction was to question how realistic his goal was and after much discussion it did seem feasible.
During our initial strategic coaching session it became apparent to Mr. Lapointe that he had been putting his focus on areas other than sales and was devoting perhaps less than 10% of his time to business development. To achieve such a lofty goal it was obvious that it was essential for him to place greater attention on attracting new clients.
A simple way to find solutions to any problem is to look at the key restrainer to achieve a goal. In Mr. Lapointe’s case the key item to resolve was time and a greater affinity to production than sales. After all, Mr. Lapointe is an engineer but 10 yeas ago had seized the opportunity to become an entrepreneur. We determined that he was investing far too much time in administrative tasks. Mr. Lapointe was fortunate to find someone with experience not only in his industry but from Mexico as well, which fit perfectly with his strategy to open a production facility there and ward off the Asian threat.
Mr. Lapointe then turned his attention to sales. He added a sales agent in New York to cover the eastern US. Having now more time to communicate and work with sales they attended several shows together and spiked the interest of some large buyers.
In the meantime he worked with me to follow a one-on-one sales coaching/training process. Doing this gave him a clear understanding of the sales process and provided him with tools to better coach his local reps.
With this new knowledge and understanding of selling, Mr. Lapointe began holding regular meetings with his two Montreal sales reps to teach them what he was learning and coaching them on improving their selling methods.
He also took initiative to personally make specific targeted sales contacts and all this new activity produced a dramatic increase in demands for quotes. This has resulted in new business overall including two new major customers.
For the current fiscal year Mr. Lapointe is on target to double his sales. He also decided to make some improvements to his shop and website in order to improve productivity and quality and to continue to attract new customers. This story is a good example of the importance of aligning focus and resources to accomplish MUST goals.
Article by Stephen Goldberg
This President Is On Track To Double Sales - To learn more about this author, visit Stephen Goldberg's Website.
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How often do business owners express frustration about an area of their business that appears to be blocking accomplishment of a key goal? Mr. Mario Lapointe, president of SMT-ASSY, a Montreal firm that services the electronic industry felt just that way, although he was very positive about the long-term prospects for his business even considering the increased competition from Asia.
Mr. Lapointe decided to work with me to take his business to the next level, which in his words was to double sales within 12 to 24 months. My first reaction was to question how realistic his goal was and after much discussion it did seem feasible.
During our initial strategic coaching session it became apparent to Mr. Lapointe that he had been putting his focus on areas other than sales and was devoting perhaps less than 10% of his time to business development. To achieve such a lofty goal it was obvious that it was essential for him to place greater attention on attracting new clients.
A simple way to find solutions to any problem is to look at the key restrainer to achieve a goal. In Mr. Lapointe’s case the key item to resolve was time and a greater affinity to production than sales. After all, Mr. Lapointe is an engineer but 10 yeas ago had seized the opportunity to become an entrepreneur. We determined that he was investing far too much time in administrative tasks. Mr. Lapointe was fortunate to find someone with experience not only in his industry but from Mexico as well, which fit perfectly with his strategy to open a production facility there and ward off the Asian threat.
Mr. Lapointe then turned his attention to sales. He added a sales agent in New York to cover the eastern US. Having now more time to communicate and work with sales they attended several shows together and spiked the interest of some large buyers.
In the meantime he worked with me to follow a one-on-one sales coaching/training process. Doing this gave him a clear understanding of the sales process and provided him with tools to better coach his local reps.
With this new knowledge and understanding of selling, Mr. Lapointe began holding regular meetings with his two Montreal sales reps to teach them what he was learning and coaching them on improving their selling methods.
He also took initiative to personally make specific targeted sales contacts and all this new activity produced a dramatic increase in demands for quotes. This has resulted in new business overall including two new major customers.
For the current fiscal year Mr. Lapointe is on target to double his sales. He also decided to make some improvements to his shop and website in order to improve productivity and quality and to continue to attract new customers. This story is a good example of the importance of aligning focus and resources to accomplish MUST goals.
Article by Stephen Goldberg
This President Is On Track To Double Sales - To learn more about this author, visit Stephen Goldberg's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. - Visit Dianne Crampton's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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