Last updateWed, 18 Oct 2017 12am

Brad Huisken

Repeating your success – creating business health

Celebrating the products you’ve chosen, honoring the salespeople you’ve hired, basking in the glories of your reputation create the wheels of business health and success. Mastering all of these techniques and carefully nurturing all of the components advances the most important part of business - repeat business!

Once you’ve launched the product line and found the quality staff to successfully sell all the benefits and features to your customers and you’ve begun to build your reputation as a quality organization with integrity and customer service as core values, the next step is to repeat it all! Repeat it and repeat it and repeat it!

Keeping those fires burning HOT! HOT! HOT!

Keeping your sales staff FIRED UP! and KICKIN’ IT! is one of the fun and creative parts of leading the development of a supercharged QUALITY organization! (Just ask any coach of any professional team!) 

So... you’ve hired ‘em! You’re training them carefully and faithfully! The results are starting to percolate all the way through your company! Gotta LOVE that! How are you going to keep them on top of their game - increasing the potential that was evident when you hired them? 

Variety! Challenge! Excellence! Mastery! Reward!

Keeping Customers, Part 2

As you become increasingly adept at building personal relationships with customers, a new dilemma crops up: How the heck do you keep track of all those personal details that comprise the lives of each customer? It does no good for anyone if you remember that Little Tommy plays football with the Little Town Cougars if the customer is an avowed bachelor who prefers cats and plants to people. It could be a real disaster if you begin to discuss the recent trip to Mexico with the customer who just spent a month skiing the Alps. People may take exception to "misremembered" life details like that!

Keeping Customers, Part 1

With rock stars, the continued expansion of their fan base determines their success and growth within the industry. Without continued growth and presence to their fans, stars dim and slip into obscurity to suffer the fate of "has beens." For salespersons, the constant growth of their customer base, both with repeat customers and with adding new ones, determines their success and growth within the sales industry.

Goal Setting Part II

Our previous discussion led us to formulate Minimum Goals, Actual Goals, and Stretch Goals. Consider that those are Annual Goals. It is a temptation to take those Annual Goals and divide them by 13 (counting the holiday season as two months) to set monthly goals. That is a simplistic handling of them. However, that method does not consider the actual ebbs and flows of the industry. Valentine’s Day and the holidays of Christmas or Hanukkah represent the potential for increased sales volume. Additionally, occasions such as engagements, weddings, birthdays create opportunities for greater monthly sales volume. Other months tend to create greater challenges to keep sales on an even keel or to surge ahead of projections.

Setting Goals

Welcome to 2016! It is a pristine year, with all sorts of possibilities available to you! As this applies to your business, it may be valuable to haul out your crystal ball and peer into how you would like this year to be burnished into your memory and into the financial/marketing/product/growth ledgers.

Hopefully, each of the above-listed categories is already in decent health and attaining or exceeding any goals you set will be accomplished with ease and finesse! It is a given that achievement will occur. The question is not will you achieve things; unless you cease breathing, of course you will achieve things. However, at the end of 2016, will there be any alignment of what you want to achieve with what you do achieve? This requires careful and honest examination of conditions as they currently are and precisely defining all desired outcomes.

Ending the year on a positive note

Within a matter of weeks, the holiday season and, hopefully, the busiest season of the year will draw to a close. Of course, everyone wants 2015 to be the biggest success in the history of the company!

The inventory is coming in faster than the scenes with Lucille Ball in the candy factory! The holiday new hires are being trained to be productive members of the company! The staffing patterns are at the ready, prepared to flow with the increases in foot traffic throughout the store! Attractive displays of merchandise are arriving or are being created internally! The tempo of the staff and the details of the season are quickly gliding into place! Ahh! Perfection is at hand! Gotta LOVE it!

Or not...