You're the CEO or VP of sales on a ride-along with a new salesperson. On the second call, she can't seem to effectively respond to your prospect's questions. It's clear to you there's an opportunity to get the conversation back on track.
Do you step in and save the sale?
No. Nine times out of ten you must allow your sales rep to make mistakes, experience the consequences and learn. People gain insight from their own failures as well as successes. Don't be a sales call hero. Your first obligation is to your sales representative's growth. And if your team is building relationships, not just hunting transactions, there will be another day to close this sale.
Wednesday, July 22, 2009
Three Solid Reasons to Green Your Business
1. Reduce your energy costs 25%.
How much are your heating and electric bills each month? Energy costs represent about 30% of commercial building costs. Converting to higher efficiency lighting, adding insulation, reducing idle computer time, and instituting other green practices will conservatively save you 25% on your utility bills. Payback is comparable to other good investments.
2. Reduce your water bill 25%.
Low-flow restroom fixtures, lavatories and sinks make a big difference. If you have landscaping, new irrigation technology and local plants and trees contribute to savings. Have any grass mowed to three inches in the summer and it will stay greener with less water.
3. Recruit the best young employees.
92% of college students say they want to work for a green company. When you begin hiring in full force again, don't miss out on motivated young talent who make employment decisions based on a new set of criteria: location, flexibility and environmental responsibility.
How much are your heating and electric bills each month? Energy costs represent about 30% of commercial building costs. Converting to higher efficiency lighting, adding insulation, reducing idle computer time, and instituting other green practices will conservatively save you 25% on your utility bills. Payback is comparable to other good investments.
2. Reduce your water bill 25%.
Low-flow restroom fixtures, lavatories and sinks make a big difference. If you have landscaping, new irrigation technology and local plants and trees contribute to savings. Have any grass mowed to three inches in the summer and it will stay greener with less water.
3. Recruit the best young employees.
92% of college students say they want to work for a green company. When you begin hiring in full force again, don't miss out on motivated young talent who make employment decisions based on a new set of criteria: location, flexibility and environmental responsibility.
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