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Can't Touch dis

Written by: Gary Silverman

Article Overview: Every so often I run into a challenge so daunting that there is no place to hide. I was recently hired to develop a fairly simplistic pilot program that could easily be exportable to other areas of the country.

Can't Touch dis

The idea was to build a “feet on the street” sales team that sold a product that every small business needed, was affordable, and had the support and backing of a highly recognized name in the industry; a Fortune 500 category killer. Seemed like a no brainer to me. I would lay awake at night counting the residual checks jumping over a fence...like sheep. There was a catch, actually more catches than a Professional Bass Tournament.

It has always been my fundamental belief that:

• A well capitalized business had a greater chance of succeeding than those run on a shoe string. (Ding Ding Ding).
• Always attract and hire the best people available. (Ding)
• People need security and are money motivated.(Ka-Ching)
• The image of your business is tied to the impression your employees make. (Ding Ding)
• Turnover costs a business thousands of dollars. (Koo-Koo-Ka-Ching)
• Product knowledge is the key to customer confidence. (Duh)

All of this was apparently lost on the two “youngsters” running what initially appeared to be a somewhat successful business on the surface but once I dialed in I had visions of the FBI carting off the company’s computers. We were to sell a fairly comprehensive bundle of services to small to mid-sized businesses-B2B. It is a consultative sale where we had a very small window of time to build credibility.

We did the following:

• Designed our ad to attract an individual who had experience in the industry.

We were told to:

• Hire pretty girls and kids right out of college, degree or not.

We:

• Suggested a pay plan with a base pay plus commission.

Were told:

• Straight commission, independent contractor

We faced:

• Qualified candidates who wanted benefits and “a job”

Told:

• Straight commission, independent contractor.

We envisioned:

• A stable team of professionals who could network and build a business

Were told:

• Constantly hire and train as nobody will last

We:

• Placed trust and built confidence in our people.

Were told;

• Everyone’s a liar and you constantly have to check upon them.

We scheduled:

• Morning sales meetings and afternoon conference calls from the field.

We were admonished for:

• Not having everyone drive back to the office for a 4:00 sales meeting (Remember...independent contractor-no expense account)

We structured the job by balancing inside phone prospecting with outside cold calls.

We were given lead lists with 50% disconnected numbers.

We encouraged our sales people to work every deal till the end, which they did.

We were criticized for not making enough sales calls.

We were to follow this “successful model” yet it flew in defiance of everything I have preached and learned in over 25 years in the sales business. What aspects of your business is doomed from the start and how long can you continue behaving this way. I truly believe that the concept can work yet the “youngsters” feel that if it fails it was because it wasn't a good idea. How many successful businesses or products failed in the hands of some, only to be picked up by others who succeeded with it. It’s getting late so I need to wrap this up. I have to get up early to continue with the brain damage I have detailed above. Wish me luck.

For those of you with an existing Telecom business or are experienced in Telecom, call me...this may be the opportunity of a lifetime.

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Article Tags: bass tournament, belief that, brainer, business thousands, category killer, fence, fortune 500, fundamental belief, ka ching, li li, li style, product knowledge, professional bass, residual checks, sheep, shoe string, span style, thousands of dollars, turnover costs, ul



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