In order for there to be a top one percent there has to be a bottom ninety nine percent clawing their way up. Those in that in between area are constantly tearing their way to the top and falling back down, at least until they improve above their competitors. Being in the top one percent of sales is a dream for many people. What they rarely realize is that they need to work on sales process improvement before they can climb their way any further up. This doesn’t mean just improving skills, but may mean revising their whole sales process , such as how they go out and prospect, how they give a pitch, right down to small things like what they hand a potential client, their business card or a book.

While it isn’t all about the sales skills, moving toward becoming the best sales person should start with assessing sales skills. Think about all the conventional things that may have been learned. When that has been listed out, think about the unconventional things that have been learned. Corporate training seminars often have sales skills mixed into the rest of the training. These can be picked out and listed separately. When that is done, also look at the current sales process that is being used. List the order, write down where the order sometimes gets mixed up. The salesperson looking at these things might also want to consider what habits they have that affect the sales process. What attitude the sales person has also plays a large part in the process, so this is another point that needs evaluation.

The next part is to learn from everyone and everything possible. A good sales person is always looking for new things to learn. One way for the salesperson to learn constantly is to get a coach who can help them out with weekly or bi-weekly lesson plans and reading lists. This person can only take it so far though, and there may be several coaches over a number of years before a sales person can even see themselves looking at the higher tiers of sales.

How to Become a Better Sales Person is a post from: Business Today

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Life is but a twinkle of the eye. No matter how long, or short, life is, it is over before realization occurs and it is never quite enough, especially to those left behind. As humans, it is nice to think that when death occurs a piece of each individual will live on. That each life has been lived to the fullest and a legacy has been left behind . It is this desire that causes many to consider their daily lives — the actions that taken, the consequences faced, and the reactions to those consequences — and constantly strive to do better for themselves and for their loved ones.

It is this type of future thinking that has made Southwestern Company the successful company it is today. Since they first opened their doors in the mid-1850s, they have faced trials of many kinds; war, sickness, financial hardship . In spite of the obstacles set before them, they faced each trial with strength and determination. They have consistently set an example to their employees and students of the rewards that come with perseverance and doing your best.

The founders of Southwestern Company have shown what it takes to succeed and have passed that on to the current owners and employees. Each student dealer is taught not only the essentials of buying and selling, but the importance of having a strong character, being responsible and honest, and never giving up. Armed with these tools, Southwestern alumni have gone on to become the great leaders of the company.

As each generation grows, develops and eventually moves on, the legacy that Southwestern Company has built lives on. An honest, reliable, trustworthy sales company is a rare gem to find these days, but it is that solid reputation and desire to continue the legacy that will help Southwestern continue to thrive in the future.

Building a Legacy is a post from: Business Today

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Teamwork is one of the elements of business operation that will be a deciding factor on which companies survive the recession and which ones will not. There are many factors of course, but teamwork fosters a feeling of collaboration within a company. It creates a pleasant work environment along with the knowledge that each employee matters, and the tasks and the duties that they perform, along with the valuing of their ideas will foster loyalty. In today’s world, it can be difficult to find a company environment that truly works in this manner. Companies who understand the value of teamwork experience the positive benefits that come from it. In the field of property management , there is the teamwork amongst each other, the teamwork between the owners of the properties and the managers, and the teamwork between the managers and the tenants. If one of these three relationships is not based on collaboration and cooperation, the system fails to be as successful as it could be. Many cultures in the world are based on competition, on being number one individually. This is why it is so hard to find an environment wherein true teamwork exists. Many companies hold seminars and courses on the subject, but not many actually practice it. It takes all kinds, or so the saying goes. In property management, and in any business, there will be some people who are better at certain things, and other people who are better, well…at other things. One characteristic of true teamwork is when a group of different minded people can come together and draw on the strengths of each other. In order for teamwork to happen, those at the top must clearly express what is expected. The goals must be clearly stated, and must be understood by all. The owners must express this to the property managers , and the managers must express this to the tenants, just as the tenants must be willing to express their needs to the managers. It is through this kind of practice that a property management company today will thrive for years into the future.

Teamwork: A Requirement for Property Management Companies is a post from: Business Today

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It is easy to say that you are going to make a budget and stick to it, but it is hard to do in practice. This will not protect you from an emergency, but it will keep your daily spending in check. If you make an unrealistic budget for example, you will spend too much no matter what. The best way to fix this is to look at what you are spending and to cut it down to a more manageable amount taking into consideration how much you make. The best way to start this is to take a realistic look at what you are spending money on during the week. My suggestion is to take a small notebook and carry it around with you everywhere. Note down in it the date, what you bought, and how much it cost for every thing you spend money on. This includes things you pay cash for, and bills you might pay, like your credit card bill. Also note down in there if you have to take out a cash advance loan, or if you have to pay back a bank loan of some type.

At the end of two months of doing this, look at it and add on to there anything you have to pay that is an annual, semi-annual expense or something else you haven’t added on there that you normally would have spent money on. These can be things like car registration and maintenance, tax preparation fees, insurance payments, property taxes, and even seasonal things like gifts for birthdays and holidays and vacation money. Now is also the time to note down your income, taking into account regular bonuses, alimony or any other sources of income you may have including your pay check.

Now determine what categories each of your expenses fall under. Anything that is entertainment can come out of the list for now. Now, list the twelve months out and take note of how much money for each of the remaining categories you will need. So if rent is $450 and utilities are $150 your loans are $300 and food is another $100 for each month, note that down. Also note down the things that don’t happen regularly like property taxes and adjust your total for the month that is due. Now determine how much each month you want to save, putting a note under each month that this is how much will go to your savings instead of your spending. The difference between what you make and the sum of what you have to spend and what you want to save is what you now have for things like going out to restaurants. If you stick with this, it should keep you on track, but make adjustments as necessary.

Make a Budget and Keep It is a post from: Business Today

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Technology and good customer service don’t have to be polar opposites.  In these times, when we’ve had a little bit of time to adjust to the radical changes that computers and the internet have brought to the way we do things in the world, business sensibility has had time to catch up to the way things work these days.  There is a certain anonymity about doing business online, surely, but in the hands of truly skilled salespeople, and businesses that truly do care about the well-being of their customers, the human element has had time to creep back in.  It’s a very good thing, too, because it gives people like Steven Barbarich the opportunity to really put his customer service skills to good use.

It wasn’t very long ago that computers tended to put a lot of people off, where the complaints about entering into another machine age, devoid of a human face, were everywhere, and no one really knew what we were in for.  But we live with a whole generation now who has grown up knowing the internet as a fact of life since their birth, and it’s a very technologically savvy generation, ironically teaching their parents how things work.  While this has been going on, we’ve all become more and more accustomed to the presence of the virtual in the physical world, and we’ve had time to do some thinking about what this means about how we see the world, and how we live our lives.

It’s enormously fascinating research, and one thing that does seem to be apparent: we have become savvy about how we shop on the internet.  Generally, people are starting to understand the ease and convenience of shopping online, and also understand that they don’t have to sacrifice human exchange for this convenience.  This means that somewhere there are salespeople who understand that we have become hybrids in many ways.  We expect technology to work and to serve us, but we’re not willing to move completely toward a virtual existence.  We can shop on a website that doesn’t have emotions, but we also know we’ll be dealing with real human beings at some point during the transaction, and the salespeople with the edge are the ones who, like Barbarich, make sure that there is always another human voice at the other end of the phone, and the best parts of the business happen when human beings are speaking directly to one another.

Technology and Business is a post from: Business Today

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Regulatory compliance is a term used to describe actions.  Actions that are taken on a day to day basis in any given business practice, but more specifically a term used for the financial institutions in the United States.  What does it mean really?  Well, just doing one’s job, to the fullest and most thorough extent.  Sometimes it is necessary, and most times it is wise, that a corporation puts someone in charge of monitoring this daily adherence.  I mean, the US Patriot act even requires that each American Bank and financial institute have this kind of middle management.

The repercussions are just that serious, from the possible idea that one may be a party to the funding of terrorist acts to money laundering, along with the possible prosecution involved if these steps and procedures are followed in an exact manner.  Banks must ‘know their customers‘, they must research and investigate every potential and current client.  They must watch and notice any acts they consider to be suspicious in their world.  Right now in the United States, if a transaction is equal to five thousand dollars and appears suspicious, a report must be file.  If the transaction involves an amount twenty five thousand dollars or greater, this must be reported as well, regardless of any suspicion.

These are measures put in place to detect money laundering schemes.  They ensure that all accounts held in American banks are not linked in any way to this particular act, nor are the linked to shell banks that have no presence physically, anywhere.  Any foreign official must provide information not only on themselves, but on their associates and family members as well.  All of the procedures that account for this knowledge are those that again stated, must be followed with diligence, and regulatory compliance.   These are not suggested procedures, but ones that are put down by law, by the Federal Government of the United States.

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Anti-money laundering and anti-corruption organizations have been working on the cases of corruption that are rampant in many of developing nations of the world.  Privatization of the public sector in these nations has served to curb the instances of corruption to a certain degree.  One aspect of this global fight that may be getting overlooked, is the fact that in the United States, corporate corruption does happen frequently, and quite often it is on a grand scale.

And while the corruption in developing countries does affect not only the economic elements of those countries, but the social elements as well, the money that has changed hands in those countries really pales in comparison to the amount that has been filtered through the American corporations such as WorldCom and Enron.  These are scams that total in the billions of dollars, much greater than the amounts of the foreign countries.  Should the dissemination of the correct information, these problems would have been avoided.

With the correct information at hand, and the concept of transparency in place, the shareholders and investors would have noticed right away that something was amiss.  The right information would have led to those who where committing the criminal acts of embezzlement and fraud, to a swift investigation and a removal from the offices in which they held.  However, the mis-leading information provided in the accounting books, and the tax breaks in which these executives took in order to hide their gains.

Furthermore, in receiving assistance from the United States Treasury, these corporations were rewarding their crooked executives with bonuses involving stock options in the companies.  All of these people were paid handsomely for basically committing some of the largest corporate fraud cases in financial history.  This was a case of trying to make this all better in the short term, for has history proves, the long term affects were devastating, not only on the people whom were taken advantage of, the employees of those corporations, but on the reputation of American business ethics overall.

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The banks of Canada are tightening their strings when it comes to providing credit, loans and financing for companies and individual households.  The banks have become concerned with the losses they are accruing as more people are filing bankruptcy, as well as a rise in the number of foreclosures.  Vancouver are fairing a bit better than some of the others in the different provinces, but this will affect the entire country, and the lives of many people.

The banks are feeling the pressure of those losses as well.  The problem, that some financial analysts are predicting is that this could serve to enhance the problems that are already existing in the weakened economy.  This kind of action could prove disastrous for the entire economy, and create more problems for the banks and the financial institutions.  The banks have already began to cutting their rates of lending and this has raised concerns that the global recession is getting worse, that it is deteriorating at a more far reaching and at a deeper level that was previously thought.  The council governing the banks has not idea yet, as to when the lending levels may return to normal. 

What is also of concerns in Canada, is just how far reaching the effects will be due to the current financial and economic crisis in the United States.   The States may affect the banks and the individual households of the Canadian people.  This is coming at a time when employment is falling and the many people are already accruing large amounts of debt.  So far the household lending has not been as restrictive as that for the corporations, but the banks claim if the situation worsens, more people may default on their loans and end up in foreclosure.  In that situation, the banks would cut lending and credit extensions even further.

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Through a proper management training program, future managers are trained in the skills of insight.  For what is more important to one’s team, than the ability to choose the best players for that team.  One not studied in the ways of human nature, may find themselves hiring a staff of inadequate qualifications, skills and talent.  For these characteristics are not ones that can be fixed later on in the midst of a project or a business transaction, sales training must have already occurred. 

Only that which is already present can be drawn out and expanded upon.  This is one of the steps that some managers over look, the very first and perhaps one of the most important steps in developing a team.  This is not to say that people can not grow and develop, but that desire for growth and development must be there to begin with.  Skills can be enhanced and increased, but as stated, those skills must already be there.  A great manager will always provide the opportunities for development for their staff, through coaching seminars and training sessions.  They learn how to compensate for or to navigate well around the weaknesses of each individual team member. 

It is similar to fitting pieces of a puzzle together.  One person’s weakness does not mean necessary that they would be incapable of performing, the good manager knows the strengths and weaknesses and gives the right jobs to the right people.  That is one reason why a diverse team is a great team.  A diverse team serves to do a few things.  First, in a good team, the weaknesses are not as noticeable as those who have strength in the various aspects are able to shine and perform, and secondly the team capitalizes on the strengths. 

This is necessary especially in the current economic situation of the world, as with each day a weaker, less thoughtfully run business really does not stand a chance.  Those who are paying attention, who are working with knowledge and insight will remain successful, now and far into the future.

The Importance of Managerial Insight is a post from: Business Today

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Some people will just never see the glass as half full. For them it’s always half empty. They are always being treated unfairly or not getting the attention they deserve. When this happens in the workplace it can be difficult to deal with. Some people really do just hate their jobs and will tell anyone that will listen. So how do you deal with someone like this that sits a cubicle away and seems to always be in the lunch room the same time that you are? Here are a few tips to deal with a negative co worker

Ever heard of conflict resolution? Yeah, it’s not something I would like to do too often, but sometimes it needs to happen. And negativity can come in waves with most people. Sometimes it’s just having a bad day, or being tired. But it’s when it gets excessive that dealing with a negative co-worker can really be a problem. This is not something they teach you how to deal with in customer service training. This is something you have to approach delicately and deal with accordingly.

You need to decide if this person has a real complaint. A legitimate complaint is something that is worth listening to in a co-worker, because they are looking for your advice. Although, they might just be looking to vent and not be seeking your advice, just an ear that will listen.

If you do not think the person has a real complaint, tell them what you think anyways. They might just need someone to put some perspective on the situation. Do your best not to spend time with someone like this, most of the time they are just seeking attention.  Tell the person to seek out their supervisor or go visit human resources as well.

Just do your best and seek out someone who has effective leadership skills to help you out if need be.

Dealing with a negative co-worker is a post from: Business Today

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