Sales Prospecting – My 2 Cents

I am going to be brief today with a few notes on an experience I had this morning that had me smiling.

Sometimes it seems like the most simple interactions are the most valuable.   I sat at my desk this morning and sent over an opportunity that had been uncovered for a client.  Before I continue let me take a quick step back and explain part of the process I use:

In all of my client engagements I connect the teleprospector that uncovered the opportunity with the sales rep that is responsible for the corresponding account to have a brief discussion on the opportunity and help answer any questions the sales rep may have. Read the rest of this entry »

Yesterday I wrote about performance evaluations and the importance of setting expectations up front……..I proceeded to go through my day, interacting with my team, the clients I manage, and working on transitioning new clients (new to me) into my portfolio of clients….

And something hit me that I wanted to share……….perhaps the most important part of any relationship – business or personal – is setting expectations up front. Read the rest of this entry »

Depending on the type of organization, the process of employee evaluations can be vastly different – from a straight evaluation of production numbers to a more complex evaluation of how client interaction is handled.

Regardless of the process or criteria an employee is evaluated on – one thing must be present – the employee must understand the expectations they are being evaluated on. Read the rest of this entry »