Customer Service Assessment

A business needs an occasional check-up much like a human needs one. Assessments of various elements of the business help to identify problems and create opportunities for improvement. Nowhere is an assessment more important than in the area of customer service. How well customers are being served is of utmost importance to any business. It is important to look internally at processes and procedures that directly impact customers and the people serving the customers. And it is vital that customer feedback be obtained in order to identify problem areas that might not be uncovered by an internal review. We believe that an ongoing customer feedback process such as post-sale/service follow up is best, but even a regularly scheduled survey of customers is generally adequate. The point is that assessments of how well your customers are being served are critical to the long-term success of your business. To what extent are they currently being done?

Good Luck & Good Selling!
Russ

Is Your Market Strategy Still Effective?

Things change. That's a well known fact and many businesses do an effective job of shifting their market strategies when they do. Others fail to recognize and/or react to market changes and continue to do things as they always have. In many cases, this is nothing more than a reluctance to change. In others, it is a matter of not being strategically astute. It is not uncommon for market conditions such as competition, the economy, customer preferences, alternative methods of distribution, pricing and the like to shift significantly. This generally calls for some sort of adjustment in the way a business goes to market. Failing to recognize these shifts can sometimes be devastating to a business. Timing is important since it can take time to affect change within the organization. If a business waits too long to recognize the shifts, it could be too late. We stress the importance of keeping track of competition, alternative product and service offerings, price shifts, economic changes, customer perceptions and preferences and other market related factors. By doing so, a business can identify the need to make changes early.

Good Luck & Good Selling!
Russ

Call a Customer Today

It is critical to know how customers feel about your business and the service being delivered. Most businesses do a horrible job of following up with customers on a regular basis to find out how they perceive the way they are being served. We recommend a process that, very simply, involves picking up the telephone and calling various customers at regular intervals to ask about their level of satisfaction with the way they are being served. Speaking directly with a customer can often reveal things they probably wouldn't share otherwise. Dissatisfaction can sometimes be uncovered allowing for the problem(s) to be addressed. Does your business take the time to contact customers to better understand how they perceive your company?

Good Luck & Good Selling!
Russ

Price and Perceived Value

Knowing how customers and prospective customers view your products or services is important to your pricing structure. Customers will generally only pay a price that they believe closely reflects the value offered by the product/service. Most of this is based purely on perception. Perhaps they had an experience with your products/services and related customer service in the past and have established some mental threshold in terms of what they will pay for your products/services. Or, through word of mouth or some other means, they heard about your company, products or services and have formed an opinion about value. Maybe they have seen ads or some other promotional or information piece and have been influenced in that way. In any case, perceived value is important to the level of pricing established. If the value is perceived to be less than the price, sales will suffer. And if price and value are in line or value is perceived to exceed price, sales should be strong. The key is understanding how customers and prospective customers view your company and its products and services. Market research is the best way to determine this. Do you know how customers "value" your products or services?

Good Luck & Good Selling!
Russ

Attributes Of Successful Long-Term Businesses

We believe there are attributes that are common to successful businesses. While there are probably others, we feel that the twelve attributes below represent the most important:

1. They are focused on the customer and gather feedback and input from the customer on a regular and consistent basis.

2. They understand the concept of relationship development, both internally and externally and they work hard at forming new relationships and strengthening old ones.

3. They are externally-driven (customer) rather than internally-driven (operations).

4. They have a high percentage of talented and high performing employees.

5. They understand how to apply their resources in a manner that maximizes their opportunity for success.

6. They have a high level of morale and teamwork and foster that kind of environment.

7. They do not constantly shift and change priorities.

8. They have well defined and simple, efficient processes.

9. They have a long-term mentality.

10. They have a long-range plan with goals that all employees understand.

11. They spend money wisely and are not afraid to spend money to the benefit of the organization.

12. They have strong and effective communication taking place consistently and regularly.

Good Luck & Good Selling!

Russ

Use Your Web Site To Handle Routine Tasks

More and more businesses are finding that the Internet can be used to reduce costs and free up employees' time to work on other activities. The primary way that many small businesses are using the Internet it to direct customers to their Web sites for information they used to mail out. Estimates put the cost of processing, handling and mailing informational packets at $7.00 per packet. Not only are businesses using the Internet to save these costs, they free up the time of the employees who were processing these requests. Another example of the way the Internet is being used to free up time is automatically sending the information entered on your web site’s registration forms (e.g., requesting more information, asking for a quote, subscribing to your newsletter, etc.) into your CRM system for subsequent processing. This removes the need to manually re-enter all the data, which takes up valuable time and is prone to entry errors. Yet another example is the display of product pricing and availability information. Many customers and prospective customers call in for this information - taking employees away from other tasks. By putting this information on the Internet, customers/prospects can simply check the Web site for the information. Obviously the next step is ordering and many businesses are putting this function online as well. Look at the various ways that the Internet can potentially save time and money for your organization. You might be surprised at what you will find.

Good Luck & Good Selling!
Russ

Not All Customers Are Good Ones

Customers should be valued and catered to. They are the lifeblood of any business. But many businesses have a customer or two that simply are more trouble than they are worth. These are the customers that beat you up constantly for lower prices, they demand more than is reasonable and they generally make you and your employees' lives miserable. In many cases, these customers are costing the company more than they are bringing it. A judgment call needs to be made in terms of whether a customer of this nature is important enough to the overall goals of the business to continue to have a relationship with. In some cases, it is justifiable for the business to terminate its relationship with a customer. While not common or recommended for most customers, the few that are truly too much trouble and too costly to deal with might need to be asked to buy elsewhere in a very tactful and professional manner. But think through any such decision completely and carefully before making it. Some relatively new customers that are difficult and not profitable grow into very profitable ones. And in some cases the customer simply needs to have someone work closer with them to develop a better understanding of pricing and service issues.

Good Luck & Good Selling!
Russ

Don't Just Sell More

It is far too common to find businesses that focus so much on selling more of whatever it is they sell that they lose sight of doing it in a profitable manner. The employees of these businesses talk a lot about growth in sales. That's appropriate as long as there is equal focus on profits. Many times businesses that get hung up on selling more tend to decrease prices to stimulate faster growth rather than doing it in a manner that calls for enhancing relationships, customer service and product/service quality. There is so much short-term focus that these businesses often make bad decisions in order to meet sales growth goals. When looking at sales growth, consider how that growth will be accomplished. Will slashing prices do it? Or will it be done with hard work, better promotional efforts, better customer service and stronger relationships? Remember that price-cutting is a short-term solution that can sometimes set unreasonable customer expectations about future pricing.

Good Luck & Good Selling!
Russ

Track Sales By Customer

It is important to understand the degree to which your customers continue to buy from your business. Customer retention is a critical factor in profitability. When a customer leaves to buy from a competitor, there is usually a reason or set of reasons why they left. In many cases the customer goes elsewhere without a hint there might have been a problem. It is important to track sales by customer so that trends in buying can be spotted. When a customer begins to buy less, it is important to find out why. Sales reps should have first hand access to data that provides these trends. When a customer begins to show signs of buying elsewhere, the rep or someone else should be in contact with them immediately. Obviously, in some cases, the rep is the problem and management will need to deal with that issue.

Good Luck & Good Selling!
Russ

Deliver Value

Customers are increasingly interested in value when buying products or services. Value has more to do with the level of service and quality of the product or service than it does price, although price is certainly important. Value can be defined as the usefulness of the product or service relative to the price paid. In the customer's mind, the business that understands how to deliver the highest level of usefulness at a price that is perceived as being fair or appropriate will have an edge when they make their decision about which business to buy from. We stress the importance of delivering outstanding service because customer service is directly related to perceived value. Businesses that truly deliver outstanding service are perceived as adding value to the product or service in some way. Value is also added by the quality of the product or service involved. Products and services that are perceived as being of high quality and reliable are usually thought of as providing value. Many businesses fight the value/price gap that is defined as the perceived difference between price paid and value received. If the gap is too wide, sales will suffer. It is important to focus on ways to enhance value for your customers. How does your business currently add value?

Good Luck & Good Selling!
Russ

Avoid Fat, Dumb and Happy

It is not uncommon for sales people that have had some success to rest on their laurels. They become somewhat complacent and lose the discipline and intensity they need to sustain success. Bear in mind that success can be very short lived. It is important to develop a discipline about managing your sales and territory whereby accountability remains strong, processes are not allowed to become inefficient and disorderly, and customer service is consistently outstanding.

Good Luck & Good Selling!
Russ

Grow With Caution

The emphasis in many businesses is on selling more. Increasing sales is important. However, growing sales when there are fundamental problems or barriers can be disastrous, especially when the growth is rapid. A number of businesses have significant problems with people and processes. In terms of people, they either can't find enough qualified people and/or they have too many marginal managers and employees already in place. As far as processes are concerned, there is inefficiency and chaos surrounding them leading to mistakes, slowness in delivery of products or services and/or internal strife. Increasing sales puts more strain on both of these areas. As a result, there is the danger of deteriorating customer service levels, which could lead to loss of customers that might never come back. It is a good idea to deal with people and process issues prior to launching any major promotional effort that could lead to dramatic or fast increases in sales.

Good Luck & Good Selling!
Russ

Do You Know What Sells?

An important measurement in a product-focused business is what sells and what doesn't. And what is likely to sell and what isn't. Sounds simple doesn't it? But it's surprising how many businesses simply don't or aren't able to track sales and gross profit for each specific product. Making decisions about what to promote, products that no longer warrant a place in the warehouse and abandoning plans for spin off or new products should be at least partially contingent upon historical sales and gross profit data and/or market research data. To what extent does your business track sales and gross profits as well as market trends and preferences? If the answer is anything short of "to a great extent" it is time to rethink how product decisions get made.

Good Luck & Good Selling!
Russ

Buy Sales Consulting Expertise When Needed

Even though there is a cost associated with bringing in outside consultants, there are times when it is necessary. Good consultants can help you take a step back and look at your company differently. There are times in any business when certain expertise does not exist internally. In these cases, going outside to hire a consultant makes sense. It is important, however, to find a consultant or consulting firm that has a strong hands-on background in running a sales organization. They have been through what you go through daily and have made mistakes and learned from them. They can then transfer that knowledge to you, your managers and your sales team. Be careful when hiring consultants. Cheaper is usually not better. There is usually a reason that some consultants fetch big hourly rates. Even with a high hourly rate, they will often have a much bigger impact in less time than someone less experienced charging a lower rate. Don't rely solely on consultants. Learn from them and assimilate what you learn into your day-to-day management activities.

Good Luck & Good Selling!
Russ

Strive To Gain More of Each Customer's Business

We must be almost evangelistic about the importance of developing and maintaining extraordinary relationships with customers. This is done in many ways. But the main point is that the degree to which customers buy more and more from you is largely dependent upon how well you manage that relationship. A primary objective of any business should be to achieve higher levels of penetration across its customer base. The extent to which a business focuses on selling more to each customer can go a long way towards determining the level of profitability. Theoretically, as a relationship grows and customers buy more from a particular business, price tends to become less of a factor in the buying decision. Therefore, the deeper the relationship with a particular customer, the more likely the customer is to buy more at higher gross profit levels. Obviously no business should take advantage of a customer relationship by charging unrealistically high prices. However, stronger customer relationships often allow the business to compete based on the strength of the relationship rather than price.

Good Luck & Good Selling!
Russ

Training Expense and Profits

It is essential that money spent on employee training be spent wisely. Far too much money is wasted on unnecessary or inappropriate training. In some organizations, there is no training plan, no training budget and/or little understanding of what training is most important to the success of the employee and the business. Does your business have a training matrix that shows what training is needed for each employee based on gaps in their skills? Or does your business paint all employees with the same brush and put them all through the same training? It is important to understand that not all employees need the same type of training. The impact on profits is twofold; 1) excess money is spent on unnecessary training, and 2) the employees are not trained to enhance performance in areas they are weak in. Look closely at how you are spending money on training. Is there waste? Is the training applicable?

Good Luck & Good Selling!

Russ

Price For Long-Term Relationships

There are many factors that enter into relationship development. One of those is pricing. If a customer feels that you are constantly trying to sell them something at an inflated price, there is a good chance you will eventually lose that customer. In their zeal to pad their commission checks, sales people will tend to go in one of two directions; 1) quote a price that is too low, or 2) quote a price that is too high. It is important to have a set of consistent pricing guidelines for your sales force and anyone else quoting prices. While sales people shouldn't overprice to take advantage of a relationship, they shouldn't under price either. Under pricing establishes a bad precedent in terms of their expectations for future purchases unless they clearly understand it is special pricing of some sort. Also, under pricing negatively impacts your gross profit. Prices should be established in a market/customer-driven manner with an eye toward generating reasonable gross profits.

Good Luck & Good Selling!

Russ

Do you have a product or service view of the world?

Do you view the world from the standpoint, "I sell (product or service) and I want to sell more of them." Or do you take the viewpoint, "I want to acquire and retain loyal customers." If your objective is to retain customer loyalty, you must ask yourself three questions:

1. How do I organize my marketing plans to achieve this goal?
2. How can I provide customers with what they want and need?
3. How can I solve customer problems and deliver value to them?

Developing a Customer Perspective

Effective marketing programs start from the customer's point of view. To operate an effective, customer-centered marketing program, you must:

- Know your customers. Develop the capability to record and store customer information, starting with a customer profile on what their environment looks like, who they are, where they are, what they buy, and what they plan to buy.

- Address your customers’ specific issues.

Segment your top customers into targeted categories that allow you to address their specific problems and interests.

- Talk to those who will listen. Prioritize or score your database to make sure you’re contacting those customers or targeting those prospects that have the most potential.

- Qualify prospects for interest. Don't just purchase any list or lead for prospecting. Be selective; match it to your customer profile. You increase the efficiency of your marketing dollars and sales time when prospects are more qualified.

Good Luck & Good Selling!

Russ

Principles Of Knowing Your Customers

There is no 'typical' customer. Each customer is a person or a business with individual needs, buying pattern and history. You must develop individual relationships with each customer.

Know your customers from your contacts with them. Marketing information goes deeper than marketing surveys or general market analysis. Database marketing provides detailed information about your customers and their business on an individual businesses, such as:

- Business name, title and job function, size and number of employees, phone number (enterprise-and specific site-based)

- Demographic, econographic and technographic characteristics

- Past product purchasing behavior and planned purchases

- Installed systems, equipment, software, etc.

Good Luck & Good Selling!
Russ

Develop A Long-Term Relationship with Your Customers

Satisfied customers provide long-term, profitable buying relationships. By using the information available to you from an effective marketing database, you can:

1. Solve your customers' problems. Purchase histories, transactions and relevant statistics allow you to offer more than a product. You offer your customers a solution to their problems.

2. Communicate with your customers personally by name. Database marketing allows you to be more knowledgeable about your customers' buying frequency, dollar value of their business, and other factors that influence immediate and future sales.

3. Add value to your customers' purchases. Expand sales through additional services such as training programs, related products and services and automatic updates.

4. Develop, enhance and expand your relationship. When customers trust and depend on you, they look to you for help in solving their problems. They look forward to doing business with you and want you to service more and more of their needs.

Good Luck & Good Selling!
Russ

Creating A Database Attitude

Successful operation of a marketing database requires a change to a marketing culture. A marketing culture demands:

• A marketing approach rather than a systems approach. Marketing is customer-centered and all systems need to be created and managed to support customers. Ask, "How will this add value to my customers: experience and use? The technical nature of database management cannot supersede the need for marketing and customer support.

• A willingness to invest. Marketing databases require systems composed of hardware, software and experts to operate them. Loyalty programs require strategy and time to succeed. All are vital investments that are required before a database marketing program will succeed.

• Accountability and a return on investment.

Marketing promotions need to be considered as investments that require a return on investment. Reports and calculations need to be made for all decisions, and the decisions need to be accountable to show a required return on investment.

Good Luck & Good Selling!

Russ

Customer Service and Your Bottom Line

Over the long haul, there is no question that providing outstanding customer service benefits a business significantly. It strengthens the relationships with customers, provides a solid foundation for additional account penetration and keeps customer attrition to a minimum. All of this benefits the bottom line. And outstanding customer services help avoid the additional work associated with mistakes, problems and inappropriate treatment of customers. Focus heavily on your customer service levels and instill a real discipline about how customers are served. Over time your bottom line will reflect the enhanced emphasis.

Good Luck & Good Selling!
Russ

Improve Efficiency With Processes

Inefficient processes can have a profound impact on your bottom line. Bad processes lead to more hours than necessary being worked which translates into more overtime or more people. And bad processes can have a detrimental impact on customer service. Look at your processes and isolate those that seem to be the most inefficient. In a simple and straightforward manner, flow chart each step in the process and critique each of those steps in terms of whether it is necessary and/or whether it is being carried out in the most efficient manner possible. If it is not necessary, eliminate it.

Good luck & Good Selling!
Russ

CyberSelling Book Reviewers Wanted

You may have noticed the new item on the menu bar on the left of this blog. It simply says "CyberSelling Book Reviewers Wanted". What is this, you may ask. Well, quite simply, it's your opportunity to help me write my new book called, "CyberSelling - Using CRM Technology to Help You Sell." To learn more about this new book, click HERE or send me an email (russ@PeakSalesConsulting.com) asking for your free, Members-only login account.

As a free Member, you'll be able to read each and every chapter as they are written, provide your comments, and reply to other members' postings. In doing so, you will get free, advanced reviewing of my new book and be able to provide your comments and opinions, thereby helping me to make sure it addresses my readers' best interests.

It's free and easy. I will even email all Members whenever a new chapter is posted. I hope you take advantage of this special offer. Thanks.

Good Luck & Good Selling!
Russ

Don't Be Afraid To Charge Higher Prices

Some businesses are afraid to charge prices that reflect the value of the product or service offered. They feel that charging a lower price attracts buyers they might not otherwise attract. In some cases that is true. However, if a product or service is reasonably priced, customers generally won't balk at paying a price based on perceived value. Only when there is a disparity between perceived value and the price is there reluctance or refusal to buy based on price. Ask yourself how your product or service stacks up against your competitors’ product/service. Is it of higher quality? Are you adding value to the process in some way that might warrant a higher price? In short, don't be afraid to price your products and/or services at levels that reflect their quality and value.

Good Luck & Good Selling!
Russ

Spend Money On Training, But Only The Right Training

Training is an important element in sales development and filling skill gaps. There has been an increasing emphasis on training, but many companies spend money on training that has little or no chance of making a difference. Evaluate what skills are critical to each sales individual and position in your organization. Put a training plan in place that addresses critical skills against skill gaps of sales reps. But before committing to specific training programs make sure you evaluate the effectiveness of the programs. Among the most effective types of training are individual and team mentoring programs designed to provide hands-on training tailored to the specific skill gaps of the individuals involved. Additionally, the trainer must have personal experience in sales and sales management to be effective and believable. Don't settle for just book-smart instructors. Understanding what are needed and fitting programs to those needs is very important.

If you'’d like to determine the ROI of your sales training program, click HERE for our free Sales Training ROI Calculator.

Good Luck & Good Selling!
Russ

It Usually Takes More Time Than Expected

When implementing any sort of change, new program or sales process, it is important to remember that it generally takes longer than expected to get them in place. This means that it is important to have a well thought out and clearly communicated plan of attack. And it means that anticipated bottom line benefits might not be realized until well after the initiative has started. Putting off initiatives that are designed to bolster or pump up your bottom line or sales results could mean an erosion of profits. Anticipate what needs to be done, prioritize which things need to be done first, second, etc., put a plan in place and apply resources to make it happen. Avoid letting things pile up so that too many initiatives are required in a hurry.

Good Luck & Good Selling!
Russ

Do You Really Want To Lower Your Price?

Sometimes a competitive situation will prompt a sales rep to think about lowering price and competing strictly on a price basis. But is it always necessary to lower a price to secure the business? Not always. This will depend largely on two things; 1) the depth of the relationship with the customer and, 2) any added value your product, service or organization brings to the deal. Lowering price has an immediate and direct impact on the bottom line. It should not be a routine matter to lower prices to match competition unless you are in a true commodity business, and even then there could be ways to differentiate.

Good Luck & Good Selling!
Russ

Some Customers Might Be Worth Losing

Losing a customer now and again might be in the best interest of the company. When would we want to lose a customer? In some cases, a customer requires so much attention and has negotiated such favorable pricing that the gross profit generated from that customer doesn't justify the time and energy devoted to maintaining the relationship. The resources are often needed to build your customer base and develop stronger relationships with more profitable accounts. But before "running off” a customer, do your homework. Are there other reasons to maintain a marginally profitable account such as increased buying power that brings down overall product or input costs?

Good Luck & Good Selling!
Russ

Observe A Process Today

Take the time out of your busy schedule to spend time watching and learning about one of the critical processes occurring in your company. This means getting right in the middle of it and following the process by sitting with employees involved in it and asking questions about the specific activities surrounding it. Since productivity is essential in enhancing profitability, understanding processes and how they have evolved will help identify those that have extra steps in them and/or where there are efficiency and productivity issues. In short, spend time actually doing the steps in various processes and you will learn a lot about them. Sometimes things have been added or changed without your knowledge.

Good Luck & Good Selling!
Russ

To Travel Or Not To Travel

Much of today's business travel is unnecessary. It seems that business people have gotten into a pattern of jumping on an airplane to travel to sales calls, meetings, workshops, conventions, trade shows and other events when much of that travel is unjustified or unnecessary. With the various electronic means of communicating available today, much of the activity that takes place in face-to-face settings can be handled via email, teleconference, fax, the Internet or videoconference. Before deciding to travel, ask yourself if that travel is really necessary. If not, don't go since traveling can be very expensive. It's safe to say that in many companies travel expenses can be reduced by a third or more simply by using alternative means of communicating or by foregoing unnecessary meetings or other events. However, in sales, nothing beats a face-to-face meeting to build trust and develop a relationship. Just make sure you balance these important in-person meetings with more economical alternatives.

Good Luck & Good Selling!
Russ

Don't Over Promise and Under Deliver

Through promotional campaigns, sales presentations, conversations with customers and other ways, many businesses seem to promise more than they can possibly deliver. This can come in many forms. The promise of excellent product quality often turns out to be nothing more than a promise. The promise of excellent customer service rings hollow with many customers. The promise of expedited delivery or performance of some type often falls short. It is a dangerous and unwise practice to tell customers and prospective customers that your business and its people can do something when there is little chance that it will actually happen. Pay close attention to what you and your people are "promising" your customers and prospective customers. Can you actually deliver on those promises on a consistent basis? If not, stop and rethink what you can deliver. It is far better to exceed expectations than to fall short of them.

Good Luck & Good Selling!
Russ

Don't Fall Into This Trap

It is amazing that so many businesses profess to deliver excellent customer service when, in fact, the vast majority are delivering very poor service to their customers. In fact, it appears that the level of service being delivered to customers is falling off somewhat dramatically in many businesses. There is a trap that many businesses fall into that begins with a lot of lip service being paid to customer service, but little or no real action being taken. These businesses fool themselves into thinking their customers are receiving excellent service when, in fact, they are not. In many cases, the service is shamefully poor. It is important to avoid this trap at all costs. Having a false sense of security about customer service can lead to the downfall of a business. While the business believes its customers are happy, those customers are quietly leaving and talking to others about the bad service. Does your business suffer from a false sense of well being regarding customer service?

Good Luck & Good Selling!
Russ

How Morale Affects Profits

Success in business is primarily a result of the quality of people employed. It is well known that productivity is a key factor in the level of profitability attained. Productivity is a result of a number of factors, but none more important than the morale of the employees involved. Many managers and owners fail to recognize that maintaining high levels of morale generally translates into higher levels of productivity and, therefore, higher profit levels. Morale is affected in many ways, but primarily by how the employee is managed, developed, coached and treated. Too many managers treat their employees as commodities that can be disposed of and easily replaced. Others don't take the time to foster a strong enough working relationship with their employees. And most don't set clear expectations or enforce policies consistently. In short, employee morale has a direct impact on productivity. It takes time and effort to achieve high levels of morale within an organization. How much attention does your business pay to achieving and maintaining high levels of morale?

Good Luck & Good Selling!
Russ

Is Networking REALLY Worthwhile?

Check out this article by Judy May of Show House Marketing. If you are interested in networking at all, then this article will be very valuable.

http://www.minutesmatter.com/newsmail/articles/networking.html

Good Luck and Good Selling!
Russ

Communicate Price Increases

Notifying customers of pending price increases is important in maintaining an open and honest relationship with them. This is especially true in non-retail businesses. Customers don't like surprises and if they receive an invoice reflecting a price increase without prior knowledge there is a feeling of a one-way relationship rather than a partnership of sorts. Customers need to know about price increases in order to budget for increased expenses or costs. Make a habit out of communicating to customers as soon as possible any upcoming price increases. This is simply one more way of developing a strong relationship with customers. Certainly many of the customers won't welcome the price increase, but they will appreciate the advanced warning.

Good Luck and Good Selling!
Russ

Sales Training ROI Calculator

Many companies need, and want, to make sure that employee learning is having an impact on business results. Unfortunately, when it comes to figuring out the return-on-investment for training, many companies hit a road-block. And sales training, aka selling skills, is one of the most difficult areas to measure.

Now you have a tool that can help you measure the Return-On-Investment for Sales Training. This simple ROI Calculator will show you when you might see a return on your training investments. And it is FREE. I developed this tool to help you determine the value of training your sales staff, or even yourself. But mind you, we are not responsible for any use or interpretations of the results. This is to be used as a guideline only.

Click HERE to access this free Sales Training ROI Calculator.

Good Luck and Good Selling!
Russ

Ten Deadly Small Business Mistakes

Here's a list of Ten Deadly Small Business Mistakes that I think you'll like to read.

Click HERE to read these mistakes.

Good Luck & Good Selling!
Russ Lombardo
919-559-2395

7 Small Business Marketing Tips

Here are 7 low-cost but highly effective marketing tips to help any small business find customers and generate sales quickly, by Bob LeDuc.

Click HERE to read these tips.

Good Luck & Good Selling!
Russ Lombardo