I Advice - Business

Accounts Receivable Job Description
In business it's vital to maintain a cordial relationship with the customer in order to grow and get ahead of the competition. While it takes a lot of care on the part of production division to create cutting edge products or services, it's up to the marketing division to create the market for those products or services. Finally, it is extremely import

n one week.
-Times 52 weeks – that’s $4,680,000 in lost revenue in one year

We only used $1000. for an average sale. You can imagine what the number would be if your average sale was much higher!

I understand that:

-every product/service has a different sales cycle
-every product/service has more or less competition
-every organization has more or less corporate resources required for support and sales costs
-that every sales rep has a unique territory
-that every sa

Confidential Operations Manual and Updating Manual in Franchise Companies
One of the strategies that franchises often employ to maintain the integrity of the franchise system and insure control and consistency throughout the franchise company is to use a standardized confidential operations manual. Yet, we all know that the only thing that is constant use change. This is why the confidential operations manual in any franchi

Have you ever computed the cost of your lost sales revenue in a week or year?

My 35+ year research of – the ratio of clients sales efforts to sales income, regardless of industry, organization size, individual sales experience and market conditions shows that the average salesperson has a 1 to 5 closing ratio on new prospects. If you or your salespeople are doing better than that – congratulations – if not please read on.

Ten’s of thousands of ineffective sales calls are made every day by well meaning but poorly trained salespeople. The extrapolated cost of lost revenue in a year of these lost sales is staggering to say the least. I have developed a simple formula that helps you determine how much actual revenue you are losing or how much your sales group is losing in a year. I recommend you compute this number only if you are a hardy soul and on some kind of high blood pressure medicine.

1. Subtract the number of closed sales from the total number of presentations given to good prospects in a week by you or one of your average salespeople.

2. Now multiply the remaining number (lost sales) by your average sales income per closed customer. Granted this number will vary but it will give you a good indicator. If you don’t know the average income per customer – determine that first. This will give you the lost total revenue for yourself or an average sales rep in a week.

3. If you are a sales manager or executive: now multiply that number times the total number of sales reps in your sales force. This will give you the total of lost revenue for the week by your combined sales group.

4. Now multiply this number times 52 and bingo you’ve got the magic number of your lost revenue or the lost revenue of your sales team in a year.

Here is an example for a typical rep:

-15 appointments per week, 3 sales, 9 no sales.
-Average income per sale - $1000.
-Lost revenue by this rep in one week - $9,000.
-As a manager, if you have 10 reps that’s $90,000 in lost revenue in one week.
-Times 52 weeks – that’s $4,680,000 in lost revenue in one year

We only used $1000. for an average sale. You can imagine what the number would be if your average sale was much higher!

I understand that:

Telemarketing - How To Handle The Job
This is probably a guide that most telemarketers wish they were given before they began their job. The truth is, telemarketing is hard work. People don't like being called in the middle of dinner only to be asked what brand of toothbrush they prefer or if they would be interested in a free trial subscription to Redbook. Potential customers can get v

ning but poorly trained salespeople. The extrapolated cost of lost revenue in a year of these lost sales is staggering to say the least. I have developed a simple formula that helps you determine how much actual revenue you are losing or how much your sales group is losing in a year. I recommend you compute this number only if you are a hardy soul and on some kind of high blood pressure medicine.

1. Subtract the number of closed sales from the total number of presentations given to good prospects in a week by you or one of your average salespeople.

4. Now multiply this number times 52 and bingo you’ve got the magic number of your lost revenue or the lost revenue of your sales team in a year.

Here is an example for a typical rep:

We only used $1000. for an average sale. You can imagine what the number would be if your average sale was much higher!

I understand that:

A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRMThe idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competitive commercial world however, strong customer relationships take on an increasing importance.

a week by you or one of your average salespeople.

4. Now multiply this number times 52 and bingo you’ve got the magic number of your lost revenue or the lost revenue of your sales team in a year.

Here is an example for a typical rep:

We only used $1000. for an average sale. You can imagine what the number would be if your average sale was much higher!

I understand that:

Publicity: Nailing a Media Interview, Part I
The most important thing to remember for any interview: stay on topic. I ask clients to repeat this like a mantra before they go on the air, or even when on the phone with a reporter.A print reporter gets maybe 700 words to do your story. A TV or radio reporter has two minutes. So your interview shouldn't be hours long.Don’t give them mor

les force. This will give you the total of lost revenue for the week by your combined sales group.

4. Now multiply this number times 52 and bingo you’ve got the magic number of your lost revenue or the lost revenue of your sales team in a year.

Here is an example for a typical rep:

We only used $1000. for an average sale. You can imagine what the number would be if your average sale was much higher!

I understand that:

Minding Your Own Brand - Why Did The Relationship End?
Recently a number of couples I know are getting a divorce. One relationship ended because one of them found someone who met their needs more than their spouse did and another marriage is ending due to lack of passion. A third couple is calling it quits not because of one particular issue, but instead because of a building up of many little things that

n one week.
-Times 52 weeks – that’s $4,680,000 in lost revenue in one year

We only used $1000. for an average sale. You can imagine what the number would be if your average sale was much higher!

I understand that:

But, the point remains, even if you used better than average numbers and favorable sales conditions, I guarantee your revenues per week and year or the revenues of your salespeople could be much - much higher.

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There's one thing you want - SUCCESS. Quickly. Easily. There's two ways to get it. Joint Ventures and Affiliate Marketing.

Are you a firefighter or an arsonist? If you're leading change you better know who is who in your organization or face a crash the size of the Titanic. Read on and discover a little known phenomenon on the road to change and what you can do about it.

There are certain characteristic traits needed to start and run a business. Most of us already have good characteristic traits or we can develop them over time.

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I Advice - Do You Know What Your Lost Sales Are Costing You?

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