OVERVIEW: Without wishing to sound too cheeky, the clue is in the title. I love to discuss all things business related and corporate, sometimes tongue in cheek, and sometimes with a degree of seriousness.
Having worked for and currently working for some household names I have seen so many different things, good and bad. I love nothing better than to discuss and analyse these experiences in the workplace.
I respect my workplace and that of my colleagues, friends, former colleagues and in some cases family. This is why I choose anonymity of myself and the companies and people involved. I'd advise this approach for anyone who is fortunate enough to be in full time employment. Whilst companies are not perfect, we need them. I hope to make a positive difference, to employees and companies but more than that I'd like to have fun doing it.
All the best and welcome to my blog.
The Anonymous Corporate.
Monday, 8 July 2013
Sunday, 7 July 2013
Sales Force - Human Turnover
SALES: This is a separate topic from putting together your perfect sales team, which I have pencilled in for a future post. This relates to mistakes I've seen made with a previous multinational brand and their sales team.
For the sake of argument, I believe it was 6 sales people that were responsible for approximately 3/4 million each. Each member was constantly belittled, told how badly they were doing in public and private. The working environment was so appalling that those that were good enough to move onto better things did, and thus results deteriorated even more without some of the team stars.
Why did this happen? A global brand set an ambitious forecast of 40% growth in a middle of a recession, secured a budget inline with these numbers and were shocked when these targets were not met. A demotivated sales team is not going to hit unrealistic targets on a regular basis, especially when an under pressure manager is blaming them instead of taking accountability for poor forecasting.
Working with and encouraging the team could have yielded some realistic extra growth enthusiasm and good will. Last time I checked, 2 people had left, 1 joined, needing to be retrained and 2 people were on long term sick leave.
Forget the product and marketing strategy first, you need to engage and work with your sales team. They're out there knocking on doors for you. If they aren't doing that, how are you going to make any money. Look after them. They are human turnover!
For the sake of argument, I believe it was 6 sales people that were responsible for approximately 3/4 million each. Each member was constantly belittled, told how badly they were doing in public and private. The working environment was so appalling that those that were good enough to move onto better things did, and thus results deteriorated even more without some of the team stars.
Why did this happen? A global brand set an ambitious forecast of 40% growth in a middle of a recession, secured a budget inline with these numbers and were shocked when these targets were not met. A demotivated sales team is not going to hit unrealistic targets on a regular basis, especially when an under pressure manager is blaming them instead of taking accountability for poor forecasting.
Working with and encouraging the team could have yielded some realistic extra growth enthusiasm and good will. Last time I checked, 2 people had left, 1 joined, needing to be retrained and 2 people were on long term sick leave.
Forget the product and marketing strategy first, you need to engage and work with your sales team. They're out there knocking on doors for you. If they aren't doing that, how are you going to make any money. Look after them. They are human turnover!
Thursday, 4 July 2013
The value of clear communication in customer service
CUSTOMER SERVICE: The importance of customer service is crucial. The impression created during a recession is long lasting. I work with some superstars and those that are still on the way to becoming so. One of the biggest differences that can set you apart rightly or wrongly is communication. You need to keep your customers primarily, secondarily your colleagues informed where it concerns them. A customer service person has a bad day, it costs their company a lot of money and credibility. More damage can be done than 3 months worth of positive contributions.
I salute my superstars, but those who have not yet learnt the art of effective communication who have access to our customers, they scare me. The potential damage they can cause is huge.
All I can say is maybe this blog might take a more corporate turn.
I salute my superstars, but those who have not yet learnt the art of effective communication who have access to our customers, they scare me. The potential damage they can cause is huge.
All I can say is maybe this blog might take a more corporate turn.
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