Business DNA Transformation
Yep, you got knocked down, but you are not counted out.
Every boxer will tell you that everyone gets knocked down, the successful ones are the ones who keep getting back up!
The alignment of business ownership and staff, the contributions of sales professionals and management, marketing and sales, customer service and accounting, there is an energy bringing together all areas of business driven by technology.
If you are a sales professional lost in what to do in this economy, stop selling and start empowering. If you are a business owner, let go and ask your employees what they see as the purpose of your company and how to get there. There will more than likely be many differing ideas, unless you have an exceptional company manifesto. Take these disparate ideas and coalesce them into the dream and vision that you have for your company and feed it back to them as the synthesis of everyone’s understanding. And ask them all to get behind that commitment, purpose and vision. Test it! Open your doors and be accessible.
There is a double helix in the making — sales professionals are now valued contributors who are not in the daily grind of their clients’ business and have the objective view of a knowledgeable and interested visitor who can see areas of improvement.
No one can keep up with the speed and volume of communications on any given subject-area with ceaseless flow of information. It is possible, however, to get a feel for the general direction business is taking by an overview of published thoughts and direction.
Many clients already do “fingertip research” on the Internet. Most of the “features, bells and whistles” work is already done by the time we, the sales professionals, walk in the door. So what are we there for? What can we offer? What differentiates us from the other merchants with similar if not virtually identical offerings?
How about starting with the client’s peace of mind? How will you and your company reduce stress, confusion, fear and anxiety for the management teams and their staff?
Managers need a sense of comfort and stability that allow the personality of the company to resurface.
Professionals can stop selling products and solutions. Instead, they can become consultative sellers, using their expertise to help businesses build a sense of well-being, continuity and synergy. Working with clients, they can address the issues that inhibit if not outright paralyze action.
The sales professional of today must provide intellectual and emotional capital that strengthen and nurture the client company.
When the paralysis of uncertainty wears off, will the owners be standing alone, or will you have enabled them to build the business they originally envisioned?
When a company is in harmony, employees are invested not just in doing their jobs well, but in contributing to something greater than themselves. Managers get results because they’re creative and inspired, not pressured and fearful. Customers notice the aura of caring, success and employee enthusiasm even if they don’t notice every detail.
Isn’t that really why you work so hard at being a sales professional?
Take care of your customers’ dreams and visions and they will take care of you.
In a small or mid-sized business these results can be achieved as simple as providing a session on organizational alignment and achievement geared toward fulfilling the business dreams and vision of the company. It would answer the question: What are the goals of the company and how are they going to get there?
In somewhat larger organizations, job responsibilities can be cross-trained so that Sales, Marketing, Customer Service, Warehouse fulfillment, Delivery and Accounting all begin to own the whole process flow that is the company.
The era of compartmentalized companies, with each department narrowly focused on a singular view of its tasks, is over. Technology and communication are driving today’s organizations toward stronger collaboration, forcing change. Everyone resists change, thus explaining the kicking and screaming into harmony.
This is not a task for the faint-hearted or insincere. This is a commitment of long duration and builds mutual trust, respect, rapport. There is “ownership” of the future of each business client as your business solutions and their business needs meet to empower their business dreams and goals.
Does anyone know of a company harmony tuner? Yes — that would be OnLine Power Express and our affiliates. Today is the day to step forward and begin the process for all of us.