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Lack of employees and the model of functioning of companies in Poland

When I observe the situation on the labor market in Poland, I notice a general problem. Probably earlier this problem concerned the labor market in Germany and England, now in Poland and in the future also in countries such as Romania and Ukraine.

Due to the lack of employees in some segments of the market, Polish companies employ employees from beyond the eastern border. They usually do basic work and after some time have advanced tasks. The purpose of opening the labor market to foreign workers was to maintain low labor costs and competitiveness of enterprises. As it turns out, it was a completely wrong assumption. Polish managers and owners counted on “cheap labor force”. However, new human resources quickly adapted to the market and asked the question: “why should I earn less for the same work”. Foreign employees have entered the labor market consciously.The mistake of Polish companies is that they want to build their competitiveness at low labor costs. They do not notice the upward trend in wages and the inevitable achievement of the European level. Polish companies should think about process optimization, cost reduction and conscious financial management. It is no longer possible to maintain a competitive advantage in a situation where it is built solely on the basis of low wages. There is also the issue of quality about the open labor market. The mobility of employees is also growing – labor market globalization.

IX Sales Performance – evaluation

I received feedback from my speech during the IX Sales Performance. As usual, there is something to improve. I’ll start with mimicry 🙂

Discussion panel results (possible rating from 1 to 5):
• Panel Rating: 4.25
• Appearance: 4.15

Individual speech (possible rating from 1 to 5):
• Panel Rating: 4.70
• Appearance: 4.31

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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.

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!

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.

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.

Fundament dobrych ćwiczeń szkoleniowych

Jeśli myślisz o rozwoju swoich pracowników powinieneś/powinnaś czasem odejść od rozwijania ich umiejętności w ramach codziennie wykonywanych zadań.

Warto pomyśleć o zorganizowaniu warsztatów, które będą zawierały ćwiczenia i zadania spoza twojej branży. Ale nie całkiem oderwane od rzeczywistości zawodowej. Ćwiczenia powinny zawierać ukryty sens, który jest komentowany podczas podsumowania warsztatów.

Takie podejście przyniesie następujące efekty:

  • Pobudzi kreatywność,
  • Oderwie od codziennych zadań,
  • Doda motywacji do poszukiwania nowych rozwiązań,
  • Rozwinie kompetencje pracowników – pracodawca dba o ich rozwój.

Z punktu widzenia trenera – szkolenie będzie bardziej atrakcyjne i dynamiczne co zwiększy efekt uczenia się.