Sales Prospecting Perspectives

Some folks would describe me as a bit of a hippy in my office. I'm fairly laid back and try to remain as even-keeled as possible. My disposition could have much to do with the amount of times I was hit in the head throughout my younger years... but I guess I have to roll with it. 

At the beginning of the year I set a goal to improve communication across the entire company, from the way we communicate to our customers to the way we communicate among the management team, the way management communicates with team members, and how team members communicate with each other.  We invested in formal training, and had a summer outing with an Olympics theme which turned out to be an excellent team building opportunity. 

The additional emphasis on communication has had a positive impact on performance as well as morale.  Great ideas have been shared and implemented, team members have expressed interest in various areas, and as a result have had the opportunity to do more and in some cases get promoted.  When others see the positive impact they tend to become more engaged, which further improves the effectiveness of the team.

Back in 1995, I got to know a Professor of Anthropology from Rhode Island College.  Richard was a great guy. He always had a smile on his face, and he seemed like a very happy person.  

As I got to know him better, I learned that he was in fact a very happy person.  His happiness came from several areas in his life. He had a wonderful family with whom he was able to spend lots of time, he was healthy, and one last thing: He loved his job.  He told me that he thought he was getting away with something each day as he woke up, got dressed and went off to work.  The fact that he was being paid to do something he loved so much was something he was very grateful for.  

From a marketing and a sales point of view, this week has been extremely busy. The chatter around the office has expounded as more and more people are returning from vacation. Marketing is gearing into the fall months as well, as we just released an eBook we've been working on all summer. Team leaders are working one-on-one with sales reps, and new employees are coming in every week, eager to get their hands dirty in sales. For the first week of September, we're doing great, and it can only go up from here.

Ask not what you can do for your company. Ask what your company can do for you.

In the past few years, discussions of company culture have multiplied across start-ups in Silicon Valley, trusted businesses in Boston, and several other areas around the world. Some people think company culture can be confused with perks in the office, creating confusion and toxicity in the workplace. Some people think cultures can’t be created, that they’re a product of how leaders inspire their customers and employees. Still others argue that company culture affects traditional business metrics positively, resulting in revenue growth, employment growth, net income growth, etc.

I have long believed that one of the most important cornerstones to a great corporate culture is learning and growth.  An important part of my job is to create such an environment, and work to ensure that each and every team member understands they have the flexibility to expand their contribution beyond their job description.  When this happens, everyone wins.  The team member has the opportunity to learn, improve and expand his or her skill set.  The customer benefits from a happier, more skilled team member, and the company benefits from increased productivity, customer loyalty and ultimately, profitability.  

Ever have a poor customer experience at Starbucks? I haven’t. I am always extremely satisfied when I leave there. From the moment you walk in, every employee smiles from ear to ear, they have a ton of energy, and if they mess up your order or take longer than expected, they give you a free drink, no questions asked. The key is this: they make it about you, the customer, from the second you enter their front door. Every employee seems to possess a positive attitude at all times. They truly make me believe that they love going to work and that satisfying their customers is their top priority.

Happy Friday! At AG, it’s been a busy week, as everyone returned from vacation to a full inbox and several tasks to complete. In order to bring up morale around the office, we’re holding a contest that partners up inside sales reps, adding their QC numbers and lead percentages. It’s called a Tag Team Tournament, and it’s gotten everyone excited and supportive of each other’s success. The ties will be broken by a “mystery physical challenge,” which sounds both daunting and exciting. Consider pairing together your inside sales reps to harmonize your team.

Before I entered the world of sales, I worked as a preschool teacher for a few years.  I truly enjoyed being a teacher and loved spending my days reading stories and singing songs.  Sometimes I miss it, but I do like to go home at the end of each day without someone else’s boogers on me.  

Teaching preschoolers and working in sales may seem like very different worlds, but there are many things I learned during my time as Miss Colleen that I can apply to my current job as an inside sales rep. Here are some sales tips from a former preschool teacher.

I can almost guarantee that the hardest days of work for inside sales reps are the first days back from vacation. At least they are for me. Everyone is longing to sleep in and be back with their family or friends. However, the transition back into work mode can be smooth if you stay organized. After having some time off last week, it was hard to put my mind back into the commuting, working and organizing mode.