Corporations that are unable to adjust or adapt to changes affecting the business environment are the ones often susceptible to crumble.
According to research regarding the close connection between adaptability and success, the companies with the most adaptable corporate culture and working values are those who can survive even during turbulent situation.
Every company has distinct ways of dealing with its subordinates and methods on how to respond to changes in its external environment.
There are successful business establishments, although they have different interests, share the following basic attributes:
- A personal familiarization – There are quite a number of employees who invested most of their entire career life working for the company. The loyalty and productivity of these employees are the determining factor for the company to survive and remain in business for a long-time. As a result, companies with the most productive corporate culture are those that reward long-term commitments.
- Self evaluation – Executives or leaders of top corporate cultures are determined to re-evaluate their fundamental speculations about the company and the economic, social, physiological and ecological environment around them.
The most essential to business entities in today’s economic situation is to be flexible. Ironically, companies that have been successful in the past are likely to disregard indications of change in their environments. Though it may seem risky to alter the existing and proven methods of an inflexible company-no matter how successful and for how long it exists- the business can collapse at the most unexpected time.
As leader of a sales team, a sales manager is expected to motivate in order to achieve sales goals, to manage and solve problems fast and objectively, to fairly discipline erring subordinates. Most importantly, sales managers need to inspire teamwork and cooperation while maintaining the interest of every member to perform their best.
Enumerated is the first series of some pointers which can help a sales manager to also become an effective leader:
- Sales people should be treated the same as best clients are treated.
- Listen to their needs and respond appropriately.
- Listen carefully to their ideas, triumphs and problems. Give them undivided attention while talking to them which for sure will be truly appreciated.
- Should there be something to be done that is going to be disliked by the salespeople, this must be thoroughly explained.
- Allow the salespeople see the overall picture.
- Make the salespeople feel they are part of the whole organization and their efforts and cooperation are important to the total growth of the company.
- Provide due recognition to sales people for their sales achievements.
- Make announcements during meetings, issue memos or post announcements on the bulletin board.
- Remember, most successful people are working not only for money but also for rewards brought about by the challenge and excitement of winning.
- Sales people are to be praised in public but reprimanded in private.
- Give the salesperson the chance to explain before making any criticism.
- Begin the discussion with a question not with accusation.
- Show concern for the salesperson welfare.
- Praise salespeople as much as possible, but praise should be specific. This will surely result to eminent loyalty and more sales.
- Hold short meetings often with focus only on the positive.
- Talk only about sales made. This will inspire more confidence.
- Remain positive whether sales are up or down. The attitude of positivity or negativity is highly contagious. It sets the mood for the entire team.
Nowadays, more business entities are putting pressure towards more productivity, employees doing complex tasks, better return on invested money. The effectiveness and personal growth of a manager is highly dependent on the success of achieving these objectives. In achieving these objectives, the manager has to establish unyielding and challenging, yet realistic work standards in the workplace. The work standard must be inclusive of all aspects involving performance and behavioral standards to be complied by the employees.
The following can help determine whether a manager knows what and how it takes to improve productivity in the workplace:
- Every subordinate must have thorough knowledge about their functions and responsibilities in order to perform effectively and efficiently.
- There should be an established system for verification and proper coordination to guarantee all works that will leave the department are complete and accurate.
- A regular schedule for maintenance of all office equipments in the department must be available to prevent backlogs in the expected output from the department.
- There is a close monitoring of subordinates attendance, absenteeism and tardiness are properly dealt with according to company policy.
- Be a good example to subordinates by showing a strong and positive attitude with regard to loyalty, excellence, and pride in the workplace.
- Encourage creativity in the workplace by helping the subordinates decide and solve their own work related problems.
- Training programs are regularly upgraded in order to improve technical skills of subordinates.
- Have an organized program and follow-up that ensures good housekeeping and safety in the workplace.
- Regularly monitor subordinates’ actual performance against standard. Make the subordinate aware as to what areas of performance needs improvement.
- Influence the subordinates in the workplace by observing and promoting excellent quality service to customers.
Corporations that are unable to adjust or adapt to changes affecting the business environment are the ones often susceptible to crumble.
According to research regarding the close connection between adaptability and success, the companies with the most adaptable corporate culture and working values are those who can survive even during turbulent situation.
Every company has distinct ways of dealing with its subordinates and methods on how to respond to changes in its external environment.
There are successful business establishments, although they have different interests, share the following basic attributes:
- A personal familiarization – There are quite a number of employees who invested most of their entire career life working for the company. The loyalty and productivity of these employees are the determining factor for the company to survive and remain in business for a long-time. As a result, companies with the most productive corporate culture are those that reward long-term commitments.
- Self evaluation – Executives or leaders of top corporate cultures are determined to re-evaluate their fundamental speculations about the company and the economic, social, physiological and ecological environment around them.
The most essential to business entities in today’s economic situation is to be flexible. Ironically, companies that have been successful in the past are likely to disregard indications of change in their environments. Though it may seem risky to alter the existing and proven methods of an inflexible company-no matter how successful and for how long it exists- the business can collapse at the most unexpected time.
“The Greatest Salesman In the World” authored by Og Mandino, classified as a classic inspirational book, has inspired millions of people particularly those involved in sales. CEOs from different companies give the book as a gift as gesture of appreciation to the efforts and commendable performances of top rank sales people. The book was given praises, and recognition by the Presidents of several companies (insurance, banks, and other marketing corporations) and Deans of several institutions engaged in training, motivation and personality development.
Several people are inspired and enticed to engage in selling as a career because of the attractive compensation package and rewards. There are companies however, who are unsuccessful in the retention of sales people because of failure in meeting the required sales goals. The question is: How well do the sales people know about the company they represent to be confident in selling its products?
A sales person, upon employment, must first and foremost learn the highlights of the historical growth of the company. The sales person must be familiar with the status of the company in the industry in relation to its market. Such knowledge provides the sales person a realistic view of his career development with the company. Hence, a sense of identity reinforces total involvement, loyalty and commitment towards his job.
However, one should exercise sound judgment when representing a large, well-established organization. Over selling the company can be misconstrued as boasting. But if the company represented is not a well-known firm, relating truthful information about the company, its products and services which are highly beneficial to the customer can help close a sale.
