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sie 29 2017
IX Forum Sales Performance – Brief introduction

I will soon perform at the 9th Sales Performance Forum. The title of my speech is: Motivational of 21st Century  – Why Automation Does not Work (Motywowanie na miarę XXI w wieku – dlaczego automatyzm systemowy się nie sprawdza).  Now I want to explain what I mean by presenting this issue.

In my opinion, thinking about motivation based on classic motivational theories is insufficient. Today, new employees entering the labor market have grown up and educated in a completely new environment than the creators of these theories. Earlier education was guided by goals: duty, science, responsibility. Today’s cultural patterns encourage us to stress-free consumerism. Young people often have undefined goals and can not find themselves in a new task-based environment. Their resistance to stress is also much lower.

These employee traits create new challenges for managers. They must often clash their patterns with new attitudes. How to effectively manage staff in such a market situation? I will speak about it during my speech.

Maciej Schab 0 Comments
lip 7 2017
IX Forum Sales Performance – Zapraszam do udziału

W dniach 4-5.10.2017 r. odbędzie się w Warszawie IX Forum Sales Performance. Celem forum jest prezentacja najlepszych praktyk wynikających z doświadczenia szefów sprzedaży najlepszych polskich przedsiębiorstw.

W tym roku będę miał przyjemność poprowadzić panel pt. Motywowanie na miarę XXI w wieku – dlaczego automatyzm systemowy się nie sprawdza.

Bazując na swoim doświadczeniu menedżerskim i trenerskim z wielu firm będę chciał pokazać, że dobre, przemyślane zarządzanie jest najbardziej motywujące dla podwładnych.

Do zobaczenia!

Więcej o forum tutaj: IX Sales Performance Forum

 

 

Maciej Schab 0 Comments
kwi 13 2017
Business with pleasure makes a double effect

Success in B2B relationships is determined by two factors: professionalism and pleasure. What does it mean?

At some level of business negotiating tricks do not work. Your partners probably know them better than you. Then just remember that our partners expect:

 

  • Open talks,
  • Timely cooperation,
  • Professionally prepared offer,
  • Well prepared conversation partner.

But is extremely important to create a friendly business environment. You need to be able to plan the right time for business talks and spending time together with the client. We better work with people we know, understand their views, learn from them.

To create a good meeting atmosphere, you need to be focused on working with your customers, not just your sales goals.

Maciej Schab 0 Comments
mar 11 2017
Creating a sales strategy – „blind king error”

While I was working as a salesman and later head of sales I drew attention to a common error in strategic management. I met many blind kings commanding an army. These kings were planning tactics but did not listen to his officers and information from the battlefield.

Feedback – a very important thing when you are creating sales strategies. You should listen to the people who work directly in the market. Even the best maps, external studies do not provide knowledge as fast as sales staff. But first you have to give them questions to which answers you want.

If you do not use this advice you take the risk:

  • Your sales strategy may be out of the market,
  • Customers will receive the offer detached from reality,
  • Sales staff will get goals unrealistic or extremely low.

To avoid these mistakes you should first believe that you can be wrong. Do not be blind king!

Maciej Schab 0 Comments
mar 7 2017
Pomoc przy reklamacji

Cieszę się, że mogłem pomóc przygotowując pisemne wystąpienie do operatora. Z drugiej strony ładne zachowanie ze strony operatora, który zrozumiał niedogodności jakie poniósł klient …

Reklamacja została uznana za zasadną, dostałam nowy telefon, już innego producenta /XXXXXX/ oraz trzymiesięczny okres rozliczeniowy praktycznie za darmo jako rekompensatę czasu, w jakim poprzedni telefon był w naprawie.
To wszystko dzięki Pana pomocy, za którą jeszcze raz gorąco dziękuję.

Maciej Schab 0 Comments
sty 31 2017
How to check your managerial skills during the holidays?

Some managers believe that they have to be constantly in touch with the company when they gone on holiday. For them no access to internet means huge stress. I see two problems based on my own experience:

Internal problem: Lack of contact with my team makes me fear- I’m losing control? Maybe even I’m losing my position in company?

External problem: My staff is still in contact with me. They write text messages, send emails and a call to me.

Both situation mean that you’re badly organized – you are a workaholic or you not prepared your team to work during your absence.

Vacation is not a test to check if you are irreplaceable or not. This period can proves that you properly delegate tasks. It is important that your employees exactly know in what situations must interrupt your vacation and ask you for a decision. Of course there are emergency situations, requiring key decisions.

Well spent vacation depends on your good management.

I wrote this post during my winter holiday.

Maciej Schab 0 Comments
gru 29 2016
How to effectively develop the market for the sale in B2B relations?

Here are some of my principles that I use and that work:

Forget that email is the seller.
Electronics tools are not the sales manager. Sells man who uses these tools properly. Take care of direct communication with customers.

Enjoy the various sales channels
Each market, each industry has its own peculiarities. Each customer differently builds its relationships with contractors. Choose the people and tools tailored to the style of relationship-building by the customer.

Develop your employees and team
Continuous improvement of skills of sales staff. Analyze the cause of the failure and show success. Recruit new people. Search for new agents.

Analyzing the market
Find out what’s happening in the market every day, get feedback from suppliers, customers, transportation companies, regularly examine an opinion about you and your business. Be ready for a change.

Always be open to talks
Even if you lose a few times be nice and open to every meeting with a client. You build the confidence when you are showing how to accept failure. Be patient.

Reward yourself and your employees
For a successful stage and final.

Maciej Schab 0 Comments