Points programs are becoming more and more prevalent in Australia as the war for market share & customer acquisition becomes more competitive. Rewarding your sales team is a great way to increase their morale, improve efficiency and drive more sales. Here are a couple of key ideas for a points based program to get you going in the right direction. Remember, your business is unique, so these suggestions are general, and you should view these as broad guidelines
Have a clear strategy behind any program you put in place:
Gather sales data & analyse it - discovering your sales force strengths & weaknesses
Determine the best approach to get maximum involvement
Make this strategy very clear to your participants
Make sure the strategy is flexible as it may need to change in the future
Push the right buttons by getting points amounts correct:
Give smaller points amounts at quite a high frequency
Don't reward 'everyday' achievements, start giving points as the salespeople push their limits - a quick incentive to carry on will go a long way
Make Sure Rewards are exciting & aspirational
Ask your staff what would motivate them
Try & stay away from gift cards, which become synonymous with cash & can be seen as expected rather than a 'reward'
Do not give a token gesture - make sure the rewards have some quality value
Don't just reward results
The purpose of an incentive program is to drive repeat behaviours
Reward a behaviour that leads to a positive result, 'on the spot' awards are good for this
Certificates of achievement & peer to peer or manager nominations can help also as 'soft recognition'
Outsource
Outsourcing saves administration time; is safe, secure & by choosing carefully, reward ranges are exceptional & will have something for everyone.
There are expert businesses in Australia who work with you to get the absolute maximum out of your Incentive program.
Tom Ryan recommends Accumulate for employee recognition and [http://www.accumulate.com.au/Content/EmployeeRecognitionandReward.aspx]reward programs. Accumulate are one of Australia's leading performance improvement companies, with a key focus on [http://www.accumulate.com.au/Content/aboutus.aspx]performance visibility & driving results.
Article Source: http://EzineArticles.com/?expert=Tom_P_Ryan http://EzineArticles.com/?Maximising-Your-Sales-Channel-Through-a-Points-Incentive-Program&id=1653949
Monday, November 10, 2008
Customer Satisfaction is Paramount
Customer Satisfaction
How important are your customers to you?
I have had a couple of my readers on my Dive site email me saying how they had contacted a particular Dive shop that I recommended, only to get a blunt negative response.
You see they rang the shop to get more information E mailed to them as they were too busy to get in for themselves. One of these gentlemen was going to spend in excess of $3000.00 and to get the response that he did was very off putting, not to mention making me ending up looking a bit stupid for the Recommendation.
This annoys me no end as I hear how tight and how hard some shops have had it over the winter period only to be treated like this really makes me start to wonder. Here are a few questions that I would like to put forward to the Dive Shops of New Zealand.
How important are your customers to you?
Would you not do your best to provide info that could lead to a repeat customer?
How many shops would not email information to a potential customer?
Are your customers only important to you when you are not busy?
Do you think summers coming so no worries now?
Why complain about how slow things are then not trying to do your best to please a customer?
Please send me your opinions as I will eagerly await your replies.
When I am asked for advice on what Dive Shops are best to deal with I look at all the shops in the local area and recommend the closest to the customer that I know will provide a good service. Taking this very negative feedback I have had it will be interesting to see this shops response.
Dive Planet aims to build a one on one relationship not only with business owners but also the potential customers that frequent these services. I spend on average 18 hours a day on the computer and Internet 6 days a week with Four hours a day responding to my visitors. This is not a way of earning money as I am doing my best to promote my country to the world.
My firm belief is to build solid relationships, friendships and trust. Once you have these key factors in place and maintain a good rapport both with customers and businesses, will you be able to make small profits along the way.
99.99% of the Dive Shops and Charter operators in NZ I am sure will do their best to look after customers or potential customers within reason. But the above in my personal opinion is atrocious. Hopefully this would have been a miscommunication on both parties.
Hi, My nmame is Paul Morris and this is my story of how I faced my fears of sharks with Phil Keoghan of No opportunity wasted. Since then I have created and built on own website hoping that others can learn more about the Great White Shark and Diving in New Zealand.
My New Zeraland diving website covers the following areas and more. Spearfishing, Freediving, Scuba diving, Dive charters, Medical, Conservation, Great white shark research, Cuisine Recipes, Shark attacks, NZ shark attack files, Kayka fishing NZ, Underwater photography, Competitions, Charter operators, Dive shops, Dive wrecks including the HMNZS Canterbury, Lady Divers, Blogs, Community area. I could go on but please come and see for tourselves and Email me if you are planning on comming to NZ to Dive.
[mailto:paul@diveplanet.co.nz]paul@diveplanet.co.nz http://www.diveplanet.co.nz/index.asp
Article Source: http://EzineArticles.com/?expert=Paul_Harold_Morris http://EzineArticles.com/?Customer-Satisfaction-is-Paramount&id=1654573
How important are your customers to you?
I have had a couple of my readers on my Dive site email me saying how they had contacted a particular Dive shop that I recommended, only to get a blunt negative response.
You see they rang the shop to get more information E mailed to them as they were too busy to get in for themselves. One of these gentlemen was going to spend in excess of $3000.00 and to get the response that he did was very off putting, not to mention making me ending up looking a bit stupid for the Recommendation.
This annoys me no end as I hear how tight and how hard some shops have had it over the winter period only to be treated like this really makes me start to wonder. Here are a few questions that I would like to put forward to the Dive Shops of New Zealand.
How important are your customers to you?
Would you not do your best to provide info that could lead to a repeat customer?
How many shops would not email information to a potential customer?
Are your customers only important to you when you are not busy?
Do you think summers coming so no worries now?
Why complain about how slow things are then not trying to do your best to please a customer?
Please send me your opinions as I will eagerly await your replies.
When I am asked for advice on what Dive Shops are best to deal with I look at all the shops in the local area and recommend the closest to the customer that I know will provide a good service. Taking this very negative feedback I have had it will be interesting to see this shops response.
Dive Planet aims to build a one on one relationship not only with business owners but also the potential customers that frequent these services. I spend on average 18 hours a day on the computer and Internet 6 days a week with Four hours a day responding to my visitors. This is not a way of earning money as I am doing my best to promote my country to the world.
My firm belief is to build solid relationships, friendships and trust. Once you have these key factors in place and maintain a good rapport both with customers and businesses, will you be able to make small profits along the way.
99.99% of the Dive Shops and Charter operators in NZ I am sure will do their best to look after customers or potential customers within reason. But the above in my personal opinion is atrocious. Hopefully this would have been a miscommunication on both parties.
Hi, My nmame is Paul Morris and this is my story of how I faced my fears of sharks with Phil Keoghan of No opportunity wasted. Since then I have created and built on own website hoping that others can learn more about the Great White Shark and Diving in New Zealand.
My New Zeraland diving website covers the following areas and more. Spearfishing, Freediving, Scuba diving, Dive charters, Medical, Conservation, Great white shark research, Cuisine Recipes, Shark attacks, NZ shark attack files, Kayka fishing NZ, Underwater photography, Competitions, Charter operators, Dive shops, Dive wrecks including the HMNZS Canterbury, Lady Divers, Blogs, Community area. I could go on but please come and see for tourselves and Email me if you are planning on comming to NZ to Dive.
[mailto:paul@diveplanet.co.nz]paul@diveplanet.co.nz http://www.diveplanet.co.nz/index.asp
Article Source: http://EzineArticles.com/?expert=Paul_Harold_Morris http://EzineArticles.com/?Customer-Satisfaction-is-Paramount&id=1654573
Choosing a Sales Assessment Tool - The Right Way to Build a Sales Team With Sales Assessment Tools
How can an employer tell if a job applicant can sell? A good sales assessment tool can help employers know! This article explains how to choose a good sales assessment tool to help you hire good sales people, hire a good sales manager or VP of Sales and Marketing, build a good sales team, and receive 10 free Sales Assessments Tests (www.DanJoy.com).
EEOC Guidelines:
The U.S. Equal Employment Opportunity Commission (EEOC) guidelines suggest that if you use a sales assessment tool (assessment test), the same test must be administered to all of the applicants. The assessment should be administered to all applicants at the same point in the selection process.
Hiring Mistakes:
A hiring mistake can cost an employer up to $100,000 or more. Many employers are deluged with sales resumes, but have no way of knowing who can really sell. So, they often tend to hire someone with whom they "feel comfortable", who is "like them", who "looks good", or has "industry knowledge". None of that necessarily means that the person can actually sell.
Solution:
The JOY Tests (tm) of Total Sales Ability (tm) can help reduce subjectivity and guesswork, and help employers make more objective hiring decisions. According to Dan Joy, the inventor of these potent online sales assessment tools, "The JOY Tests (tm) go above and beyond the regular psychological / personality tests by testing for Total Sales Ability (tm) -- the actual street smarts of Professional Selling. They test for Sales Prospecting Ability, Objection Handling Ability, Sales Closing Ability, Personality, Psychology and more, and are much better than just regular psychometric tests".
The company donates at least Twenty Percent (20%) of its online sales testing revenue to help blind kids, orphans and children in need, as well as to support other good social, community and humanitarian causes, and medical research.
Who Can Use Sales Assessment Testing:
In the past, sales assessment tools were used primarily by large companies. Now, for the first time, the fully integrated self-serve online sales assessment testing system of Dan Joy, Inc., has brought these crucial sales assessment tools within the easy reach of small to mid-sized businesses. Of course, big companies can use these sales assessment tools too. Dan Joy, Inc., also offers easy integration of its accurate sales assessment tools with corporate resume databases, job boards and employment websites.
How to Receive 10 FREE Sales Assessment Tests:
For a limited time, employers can receive 10 FREE Sales Assessment Tests (Screening Tests) at http://www.danjoy.com/
Dan Joy (BS Engineering, MBA Marketing) is an acknowledged Sales and Marketing scientist. Employers may receive 10 Free Sales Assessments at http://www.danjoy.com/
Article Source: http://EzineArticles.com/?expert=Dan_Joy http://EzineArticles.com/?Choosing-a-Sales-Assessment-Tool---The-Right-Way-to-Build-a-Sales-Team-With-Sales-Assessment-Tools&id=1662780
EEOC Guidelines:
The U.S. Equal Employment Opportunity Commission (EEOC) guidelines suggest that if you use a sales assessment tool (assessment test), the same test must be administered to all of the applicants. The assessment should be administered to all applicants at the same point in the selection process.
Hiring Mistakes:
A hiring mistake can cost an employer up to $100,000 or more. Many employers are deluged with sales resumes, but have no way of knowing who can really sell. So, they often tend to hire someone with whom they "feel comfortable", who is "like them", who "looks good", or has "industry knowledge". None of that necessarily means that the person can actually sell.
Solution:
The JOY Tests (tm) of Total Sales Ability (tm) can help reduce subjectivity and guesswork, and help employers make more objective hiring decisions. According to Dan Joy, the inventor of these potent online sales assessment tools, "The JOY Tests (tm) go above and beyond the regular psychological / personality tests by testing for Total Sales Ability (tm) -- the actual street smarts of Professional Selling. They test for Sales Prospecting Ability, Objection Handling Ability, Sales Closing Ability, Personality, Psychology and more, and are much better than just regular psychometric tests".
The company donates at least Twenty Percent (20%) of its online sales testing revenue to help blind kids, orphans and children in need, as well as to support other good social, community and humanitarian causes, and medical research.
Who Can Use Sales Assessment Testing:
In the past, sales assessment tools were used primarily by large companies. Now, for the first time, the fully integrated self-serve online sales assessment testing system of Dan Joy, Inc., has brought these crucial sales assessment tools within the easy reach of small to mid-sized businesses. Of course, big companies can use these sales assessment tools too. Dan Joy, Inc., also offers easy integration of its accurate sales assessment tools with corporate resume databases, job boards and employment websites.
How to Receive 10 FREE Sales Assessment Tests:
For a limited time, employers can receive 10 FREE Sales Assessment Tests (Screening Tests) at http://www.danjoy.com/
Dan Joy (BS Engineering, MBA Marketing) is an acknowledged Sales and Marketing scientist. Employers may receive 10 Free Sales Assessments at http://www.danjoy.com/
Article Source: http://EzineArticles.com/?expert=Dan_Joy http://EzineArticles.com/?Choosing-a-Sales-Assessment-Tool---The-Right-Way-to-Build-a-Sales-Team-With-Sales-Assessment-Tools&id=1662780
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