Sales positions have changed more in the past decade than any other time in history, becoming more complex, competitive, and tech dependent than ever before. This article explores three ways that sales positions have evolved and how you can adapt your business to account for these changes. This will help ensure that your business continues to be successful throughout the sales evolution.
Being a salesperson has always been a challenging yet rewarding job, but the position is a lot different than it was in the past. Sales positions used to be simple. You had a product, and you found a buyer. Just like that, the commission checks were rolling in. However, in these modern times, sales can be more complex. Here are three ways that sales positions have evolved and how you can adapt your business to account for these changes.
With the explosion of technology, there are so many programs and devices designed to enhance the sales experience. In fact, it's rare to find a salesperson that isn't using some sort of technology, such as handheld credit card readers, laptops, cellphones, and more. In order to keep your sales team up to speed, your company should provide access to all of this technology, rather than assuming they will invest in it by themselves.
Perceptions of Salespeople Have Changed
As with any industry, some bad apples in the sales industry caused many negative stereotypes about salespeople. It's like a stain that seems to linger no matter how hard you try to clean it. You must protect your business from these bad apples. There are some attitude and personality traits you can test for. It would be a good practice to test all of your salespeople, so you don't end up with bad apples staining your company's reputation.
More Competition Than Ever Before
Technology keeps consumers connected with each other, but it also keeps businesses connected with consumers. Now advertisements can be tailored to buyers without a salesperson needing to be present. Often, this means that by the time a salesperson gets around to pitching to a potential new customer, this person has been bombarded left and right with competitors. Now salespeople must work harder than ever to gain a customer's loyalty. You can't stop your competitors from advertising, but you can make sure to advertise just as much to bridge that gap between your salespeople and consumers.
It's true that sales positions have evolved over a short amount of time, but your salespeople don't have to be left behind. The three tips above are easy to implement within your business and your sales team. This will help ensure that your business continues to be successful throughout the sales evolution.
Not sure how to transform your business to be more tech-savvy? We recommend reading this article next.
The recent movie, Ford v Ferrari, shined a spotlight on the innovations brought about by competition between American and European car companies (also chronicled in the documentary, The 24 Hour War). But do you know the real extent of how these historical innovations impact not just the car industry, but well beyond today? This article provides insights on the critical developments brought about for companies and consumers alike by Ford, Toyota, and Mercedes Benz.
Three car companies instantly come to mind when you think about how the auto industry has changed in the 19th and 20th centuries. Read on to find out more about these historical innovations.
According to Autodesk, Ford revolutionized the way that cars were manufactured on assembly lines. When the Ford Motor Company was able to reduce the time that it took workers to build a car from over 13 hours to under 45 minutes, cars became affordable to almost everyone. In Ford's early years, the company also managed to cut the number of parts required to build a car to 45. Ford also was one of the first to use slides and trolleys so that parts were precisely where they needed to be for workers to use them efficiently. By breaking down the process of building a car into steps, Ford changed the way that cars were built everywhere.
Toyota revolutionized the industry by coming up with Just in Time manufacturing, which is often called the Toyota Process. The principle behind Just in Time manufacturing is making only what is needed, in the amount that it is required and at the time that it is needed. Toyota, however, was not content to stop there. The company developed a system that purposefully always looks for ways to improve their process. They also implemented the Five Whys Process. The process starts by asking the question of why at least five times. The result is a process that avoids problems and can create solutions. By asking five why questions, mistakes in thinking are often eliminated. These processes have helped to fuel the company's innovation, as seen in its wide range of models. According to Santa Monica Motors, Toyota now has over 70 different models listed under its namesake brand.
Mercedes Benz traces its company history back to the first practical automobile that was built by Karl Benz. More recently, however, it is credited with developing multi-skilled teams, according to Auto Design & Production. The advantage of this approach is that people with different areas of expertise get involved with the car’s design, production and evaluation. Therefore, Just in Time principles often reserved for assembly lines can be built into the process from day one. Application of the Mercedes Benz principle also allows more models to be constructed using the same parts.
These three car manufacturers have revolutionized the way that cars are manufactured. You can take their principles and apply them to your manufacturing facilities. If you are a shopper looking for a new car, then you can be thankful for these manufacturing principles as they allow you to have a new vehicle at a lower price.
Here’s another article you might like: The hottest accessory-friendly vehicles on the road
Freight shipping, also known as freight transport, is the transportation of goods in bulk that can be achieved by various shipping methods, including trucking, air carriers, and ocean carriers. Unlike small-parcel shipping, freight shipping often measures the goods by weight or the number of pallets or containers. Freight shipping is responsible for much of how goods get from one point to another and ultimately reach their destination. Here are a few little-known complexities of the freight shipping process that have a big impact.
How It's Packed
How products are packed for the freight shipping directly impacts whether the goods arrive at their destination in good condition. Freight shipping can involve several types of shipping containers, including wood boxes, wood crates, steel containers, wire containers, and bulk containers. If the container is a wood box or crate, then a forklift or pallet jack is used to maneuver the container. Depending upon the type of product in the container, interior protective packaging can be used to provide additional support during shipment.
Testing Before Shipping
Before products are shipped, they can be lab tested to ensure that the freight package items are packed well enough to protect against any hazards. Testing is ideal for type one products, which are factory packaged and involve one type of product. The testing process subjects packages to forces such as compression, shock, vibrations, and extreme temperatures.
How It's Paid For
How freight charges are paid for is complex and often based on weight. The charges can be paid for by either the buyer or the seller, and which one is responsible depends on the Freight on Board (FOB) designation. The designation describes the point in the transaction where the shipment becomes the buyer's property. If the FOB is designated as FOB Freight Collect, the buyer pays for the shipping costs. On the other hand, if the FOB is designated as Freight Prepaid and Add (or FOB Destination), the seller is responsible for the initial shipping costs, which are ultimately passed on to the buyer. Several types of shipping costs can impact the total amount due. Such costs include pickup fees, security surcharges, cargo insurance, peak season surcharge, customs clearance, and container-cleaning fees. Some people prefer freight factoring so that they don't have to worry about it.
The freight shipping industry is complex and has many different facets. Those who use freight shipments often need to consider how the product is packed, whether lab testing is necessary, how the shipment is paid for, and more.
Here’s another article you might like: What does the shortfall of truck drivers mean for the economy?
(BPT) - Every year Christine Rainwater asks her Washington, D.C.-based undergraduate business students the same question on their first day of class: are any of you interested in starting a business?
"Ten years ago, I would only get two or three students to raise their hands," said Rainwater, a DeVry
University professor and president of the Small Business Advisory Firm. "Now, the majority of my students do - and some share ideas even before class begins. It really represents a new mindset as students take a more entrepreneurial approach to learning. I think they're surrounded by fast-growing startups like Uber and GrubHub, and they feel inspired to quickly bring their own business ideas to life."
Business enterprise shows like Shark Tank, Beyond the Tank, and How I Made My Millions are indicative of a bigger business trend: renewed growth in small business and startup ventures.
According to the 2015 Kauffman Index of Startup Activity and National Trends, the Startup Activity Index rose in 2015 - reversing a downward trend that began in 2010 - allowing the largest year-over-year increase in the past twenty years.
"Students see new, successful companies run by young creatives whose passion propelled them to success faster than climbing the traditional corporate ladder," said Rainwater. "Not only is this inspiring more people to do the same, but it's encouraging a whole new type of student to head back to school looking for resume-building experience that can jump-start job prospects right out of the program."
Shaping a New Culture of Entrepreneurs
Today's college student is different than past generations. In fact, according to the National Center for Education Statistics, nearly 75 percent of undergraduate students today could be considered "non-traditional." They are often busy, working adults that have to balance the demands of school, work and family life.
Several non-traditional students need colleges that can fit into their busy schedules of work and family responsibilities. Moreover, many are coming back to school because they want to advance their current career or move to a new field quickly. Non-traditional students want their degree to speak for itself, demonstrating their capabilities and value.
That's why Rainwater puts hands-on learning at the center of her curriculum.
"In my Senior Projects course, I challenge my students to explore their own neighborhoods, develop business plans for local companies and even kick-start businesses of their own," she said. "It's always rewarding to see their eyes light up when they first come up with a viable idea, or see the impact they've made in their communities."
The approach has given students real-life experience and has encouraged collaboration with local organizations. Online grocery store Relay Foods enlisted the help of Rainwater's students to revamp their salsa canning and distribution plan. As a result, the students were able to help the grocer increase brand awareness and customer appeal for their signature salsa. Another student turned her passion for making premium homemade soap into a business, eventually turning the side job into an online boutique.
The Benefits of Breakthrough for Rising Innovators
Outside the classroom, Rainwater is the president of the Small Business Advisory Firm, a network focused on meeting the educational, networking and program-specific requirements to compete in the federal and private-sector contracting environment.
"In the past, people had to go through an extensive process to start their own businesses," said Rainwater. "Today, technology has removed many of the barriers that used to stand between big
thinkers and entrepreneurship."
Rainwater considers immersive learning an imperative tool for business students' professional development. She believes that it not only fosters creative thinking and entrepreneurial spirit, but also creates a safe environment for students to build tangible skills that can be immediately implemented in the workplace - across a variety of roles and practices.
To help today's students learn more about starting a new business, DeVry University offers a small business management and entrepreneurship degree specialization within its College of Business & Management. At the graduate level, its Keller Graduate School of Management offers an entrepreneurship concentration within its MBA program.
"Right now, U.S. startup activity is rising for the first time in five years, showing entrepreneurs are the most hopeful they have been in several years," said Rainwater. "And the beauty of these entrepreneurship programs is they not only teach students how to grow businesses, but they arm them with skills to succeed when they hit obstacles along the way - setting them up for long-term success."
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