Building Businesses

You can easily avoid the sales peaks and troughs experienced by mediocre companies by building an individual selling system that will guarantee you results…

All for-profit businesses have a product or service to sell. Businesses exist to make sales.

The sales management process monitors and measures each staff member’s ability to either support sales or do the actual selling to customers. An effective sales management strategy includes setting goals, providing sales support and training, creating or updating the sales strategy, and monitoring results.

You can easily avoid the sales peaks and troughs experienced by mediocre companies by building an individual selling system that will guarantee you results.

Successful Sales Management
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The Wisdom of Time Management

One day an expert in time management was speaking to a group of business students and, to drive home a point, used an illustration those students will never forget.

As he stood in front of the group of high powered overachievers he said, “okay, time for a quiz.”

exit strategies coaching
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Success Principles To Take Advantage of Now

Famous author of “Think & Grow Rich”, Napoleon Hill used real life experiences to illustrate the philosophy of success. During the 20 years, or more, of research that went into this great masterwork, he interviewed, and counseled with, more than five hundred of the most successful businessmen in America.

From these priceless interviews, he was able to reduce the mysteries of that elusive reality called ‘success’ to a set of known, workable principles that we can all take advantage of.

Although the short story I am going to retell here occupies a single page of the book, you should not underestimate the importance of the principle contained within it. In fact, every one of its pages contains principles and their explanations, which are equally important to YOUR success in any field.

For the purpose of accuracy and to avoid any possible misinterpretations, I have lifted this passage exactly, with full acknowledgment to the author, Napoleon Hill. Here’s how he tells it.

One of the most common causes of failure is the habit of quitting when one is overtaken by temporary defeat. Every person is guilty of this at one time or another.

An uncle of R.U. Darby was caught by the “gold fever” in the gold-rush days, and went west to dig and grow rich. He had never heard that ‘more gold has been mined from the thoughts of men than has ever been taken from the earth’. He staked his claim and went to work with pick and shovel.

After weeks of labour, he was rewarded by the discovery of the shining ore. He needed machinery to bring the ore to the surface. Quietly, he covered up the mine, retraced his footsteps to his home in Williamsburg, Maryland, told his relatives and a few neighbours of the ‘strike’.

They got together the money for the needed machinery, and had it shipped. The uncle and Darby went back to work the mine.

The first car of ore was mined and shipped to a smelter. The returns proved they had one of the richest mines in Colorado! A few more cars of that ore would clear the debts. Then would come the big killing in profits.

Down went the drills! Up went the hopes of Darby and Uncle! Then something happened. The vein of gold ore disappeared! They had come to end of the rainbow and the pot of gold was no longer there. They drilled on, desperately trying to pick up the vein again – all to no avail.

Finally, they decided to quit.

They sold the machinery to a junk man for a few hundred dollars, and took the train back home. The junk man called in a mining engineer to look at the mine and do a little calculating. The engineer advised that the project had failed because the owners were not familiar with “fault lines”.

His calculations showed that the vein would be found ‘just three feet from where the Darby’s had stopped drilling!’ That is exactly where it was found!

The junk man took millions of dollars in ore from the mine because he knew enough to seek expert counsel before giving up.”

There was a happy ending for Darby however, later in life. In his later career as a life insurance salesman, he learned ‘stick-ability’ from the ‘quit-ability’ he had displayed in his gold mining days. He went on to become one of a small handful of men who sold over a million dollars in life insurance annually, but that’s another story.

Every one of the five hundred or so successful men, that he had interviewed during his research, told him that their greatest success came just one step ‘beyond’ the point at which defeat had overtaken them.

Napoleon Hill went on to say;

“FAILURE is a trickster with a keen sense of irony and cunning. It takes great delight in tripping one when success is almost within reach.”

I’ve thought of that story so many times over the last 25 years, since I was first introduced to “Think & Grow Rich”, when I too have tripped and been tempted to QUIT on something, or someone.

The wisdom in that story floods back to me and I’m galvanized to push on, deeper and wider, until I get through, or around, the obstacle in my path. That’s the magic of “Think & Grow Rich”, it stays with you like no other book I’ve ever known.

The moral of the story is clear-cut and simple; it has no ‘hidden’ meaning. It is plain to see. Read it again and again and fix it in your mind so that when ‘quit-ability’ rears its ugly head in your life – be reminded of Mr. Darby, the gold mine, the fault lines and the junk man – and press on.

You may be just THREE FEET FROM GOLD!

the cashflow coach
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Team Building, Team Challenges

Today, quality initiatives, superior service, cost of doing business and succeeding at doing business are commonly shared ownership issues. Reliance on individual experience and competencies and even greater reliance on fragmented cross-organizational work units can actually prove prohibitive to achieving these.

how to monitor productivity
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The True Measure of Marketing Success

It’s called testing and measuring. Most people hate it. That’s because it means ‘there is a chance, however remote, that every marketing strategy you try will not work the first time’. In other words, it’s possible you’ll spend money without seeing any returns.

time management class
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How to Get Your STAFF Working Like a TEAM…!

All too often the cry is heard ‘you can’t get good people’ or ‘why can’t I get my people to do as I tell them’. Well here’s a few ideas that may make life a lot easier.

what do banks want to see in a business plan
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An Action Approach to Team Building

Putting together the “dream team” for your business can be as easy as taking an “action” …rather than “information approach”. With a plethora of training options open to employers it can often be puzzling when trying to find the strategies that are going to achieve results.

improve time management skills
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