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.
Today, to stand-out and gain not just customers, but to gain loyal customers, you need to deliver superior value to them - and provide them with what they truly value in the service equation. It is no different in the hotel business. In fact, delivering outstanding service is absolutely crucial today, literally 100% of the time. Here's what business and leisure travelers are truly looking for today.
Whether someone is traveling for pleasure or work, they want to be comfortable in your hotel at the end of the day. Not all hotels are built similarly or function the same way. Some are better quality than others. The different features that a hotel provides are referred to as its amenities. These could encompass anything from free Wi-Fi to a hotel pool in which guests can swim whenever they want. Depending on what they’re looking for, amenities will often determine the hotel that people choose, so your hotel should at the very least provide the following basics:
Good WiFi and Cell Coverage
More and more hotels, cafes, and buildings are providing free Wi-Fi to their guests. Just because WiFi is available doesn’t mean it’s of good quality. There are a number of ways that you can improve the technology of your hotel. There are systems that reduce cellular dead zones so that customers can stay connected on your property. There’s nothing worse than a spotty connection that drops out all over the place.
Basic Kitchen Appliances
A small refrigerator can make a big difference in how comfortable a hotel room is. Guests aren’t going to be grocery shopping for the week, but it’s convenient to have somewhere they can store snacks or leftovers from dinner. A microwave allows guests to heat up their food. A lot of people don’t like to eat out the entire time that they are away from home. These small kitchen appliances can make a huge difference for guests.
A lot of people like to work out on a daily basis to keep up with their fitness level and mental health. When away from home for work or vacation, a gym facility on-site is very beneficial to guests. You don’t need to have a ton of expensive equipment available, but a few treadmills and cable machines can help people get their workout in for the day.
A lot of a hotel’s success relies on word of mouth from previous guests. It is also helpful if people want to return to your facility the next time that they are in town. Having as many amenities for your guests as possible, particularly the technology-related ones, will help increase your positive reputation and bring more guests to stay at your hotel. If people don’t feel like they were comfortable or had enough conveniences available to them during their stay, this is the reputation you will form in the hospitality industry. So to give your hotel the best chance of success, consider including amenities like the ones listed above.
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
Most large businesses have an IT team that is responsible for protecting data and networking the computers used by employees. In many cases, the IT department can be ignored or isn't given enough attention from upper management. If you manage or own a business, there are a few things that you need to know to get the most out of your IT team.
How Much to Budget
Depending on the industry, good IT can cost a bit of money because the technology likely affects your customers. Technology is a key driving force in every business market, which makes IT teams more in demand. IT teams can also cost more because they're responsible for accommodating the re-occurring wave of change while embracing technology as a partner rather than a commodity. Companies that sell technology as a product will likely have lower costs than those that sell products like tacos or buildings. Investing more money in IT may be a sacrifice but can have a positive impact on each department and aspect of the business.
If you make the mistake of getting hooked on buzzwords as a business, then you will quickly find yourself bloated with useless hardware and incompatible software, which can make your IT team confused and ineffective. Do you know the difference between ITIL and ITSM? Using confusing acronyms can only lead to issues and complications that occur down the road.
Many businesses fail to have an IT plan or strategy, which is critical to the operation of their business with the type of software that is used. Many businesses often assume that technology can compensate for mistakes that are often made, but it is actually a force multiplier for the business. It can save money, attract more business, and boost the productivity of your team. You'll need to work closely with your IT team to develop a strategy and research the top software that can be utilized. Work with a professional that can help you to identify that IT structure that is needed to support the business and also plan for the future.
Businesses that understand the importance of their IT team often succeed because they utilize what the department has to offer. With the right software used and a plan created, you'll likely obtain more success in the industry.
If your marketing strategy is older than three years, it could be time for an update. Moreover, if you find your messaging is not getting the results you want, maybe it's time to go back to basics. If you work on the fundamentals of a good marketing strategy, then the results should fall in place.
Revisit Your Audience Personas
It's vital for your company to understand the likes and dislikes, backgrounds, age groups, political affiliations, dreams, and aspirations of your ideal audience persona. Consider the type of audience that would be the best match for your product and/or service. If you haven't evaluated your audience personas in years, now is the time for an overhaul — especially if your products and services have changed over time. If something isn't "clicking" with your marketing, this may be the step you need to get back on track. You can then use your updated audience personas to get back in sync with their needs and wants. Sundance explains that all this information is vital to understanding how to interact meaningfully with your target market.
Understand Your Product and Service
For this step, perhaps you should take another look at analyzing your product and service. What market need does it meet? How is it unique from similar products and services? What sets it apart from your competitors? No one can market your product and service better than your company can. While you do need customer advocates, the basics of product marketing starts with your understanding. If sales have stalled and you feel like you don't know where to take your marketing campaign, then it may be time for a refresh. Digital Marketing Training Group recommends participating in ongoing training to stay up to date on the latest trends and standards in the digital marketing industry. You can then apply your knowledge in furthering your marketing goals.
Get to Know Your Competition
When getting back to marketing basics, your company might be so focused on your product line and customers that you forget any other obstacles that might be lurking around. MarketResearch.com warns that one such hurdle in your quest for market domination would be your competitors. It is critical to get to know your competition. You can learn from their mistakes and avoid similar pitfalls.
You can also gain a better understanding of why your target audience might purchase from them instead of your company. In addition, you might learn from their successes and apply some of their winning strategies. Not to mention, you can study their segment of the marketplace to find any opportunities to sell more of your products and services.
Embrace Strategic Partnerships
In order to grow, some companies need to find allies. For instance, if you look at the history of McDonald's, Ray Kroc partnered with local bakeries throughout the nation to ensure a consistent baked product for every McDonald's franchise. As far as your company stands, think of a partnership that can work in a mutually beneficial way. If your company sells lipstick, you might partner with an eye shadow brand to sell kits instead of individual pieces. In terms of marketing, you and your partner benefit from exposure to new consumers.
There you have it, the basics of marketing. At times, going back to basics is all it takes to get your company moving in a forward direction once more.
Equality in the workplace benefits everyone, and employers should take the time to learn more ways that they can create a more just workplace.
Creating a just workplace should be a top priority of all business owners. Fair workplaces are one of the cornerstones of strong businesses, and civil rights movements have affected workplaces in many ways, providing better opportunities and better workplaces for everyone. Several civil rights movements have made substantial changes possible, and here's a brief rundown of three of the biggest ones.
Mental Health Awareness and Support
The Americans With Disabilities Act requires that employers provide equality for people with disabilities in the workplace. This includes people with psychiatric conditions. Under this law, employers can't deny hiring, demote, or deny training opportunities to someone based on their psychiatric condition.
Employers have also come up with programs to ensure employees with mental health conditions have access to the care that they need, including doctor's visits through insurance providers and accommodations for people with psychiatric conditions.
Equality in the workplace covers many groups. Under Title VI of the Civil Rights Act of 1964, employers aren't allowed to discriminate based on race, color, national origin, sex, and religion. With this law, employers must give equal opportunity for employment, and they can't discriminate against someone based on these criteria for pay and advancement. This civil rights attorney explains that many states have several additional civil rights statutes which can be utilized in cases involving discrimination, harassment or violence and which allow for penalties, attorneys’ fees, compensation, and change.
The Age Discrimination in Employment Act of 1967 requires employers to not discriminate against people based on age. This means that people cannot be discriminated during hiring, promotion, discharge, compensation, or terms. Creating a workforce of diverse ages also provides more stability for companies.
This career and job specialist explains that people of different ages have varying perspectives that they can use to inform each other. For instance, a 65-year-old woman might understand the utility of a particular product, but a 25-year-old worker might understand a younger consumer better. Businesses that have a wider range of ages also don't need to worry as much that all of their employees will retire within a few years of each other or all younger employees will be vying for a limited number of promotions.
Equality in the workplace benefits everyone, and employers should take the time to learn more ways that they can create a more just workplace. Businesses that merely work to be in compliance with the law rather than truly promoting an equitable work environment are losing out on opportunities to create a stronger business.
Here are a couple articles we think you’ll like:
These are the Final Two Videos for Management 464… These are for the final two Mondays (11/19 and 11/26). Now, you've reached the end of the semester! Congrats! And again, if you like and personally find value in these videos, do please share them further.
Video 65 - 11/19
4 SMART NETWORKING HABITS YOU NEED TO START
Short Link: http://bit.ly/2GbyRbi
Video 66 - 11/26
Topic: Your Future
Oh, the Places You'll Go
Short Link: http://bit.ly/2hrudKc
This is the Week 13 Video List for Management 464… If you like and personally find value in these videos, do please share them further.
Video 60 - 11/12
How To Survive A Mass Shooting | Better | NBC News
Short Link: http://bit.ly/2GdXkbK
Video 61 - 11/13
BRAND YOU: YOU ARE YOUR CALENDAR
Short Link: http://bit.ly/2vSWQWi
Video 62 - 11/14
How KFC Won Over China
Short Link: http://bit.ly/2oXtWji
Video 63 - 11/15
THE RISE OF ONLINE FOOD DELIVERY
Short Link: http://bit.ly/2vBaGNY
Video 64 - 11/16
Bulletproof Coffee Grew From a Blog to $50 Million
Short Link: http://bit.ly/2wXWmgC
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