Teamwork makes the Dream work

I believe the title says it all, but we are going to dive into what it actually means. In sales or any business, people become over competitive and forget what really makes the business run. There is nothing wrong with being competitive, you just can't let it rule you so much that you forget the purpose. 

There are so many companies that focus on individual numbers, which in part they should, but focusing on an individual number versus a team number is where I think things go wrong. Companies run better when everyone is on the same team and not just looking out for number one. Sales environments are especially vulnerable to the "I" mentality. They are generally lead by managers who believe that the only way to succeed is if there is a competitive environment that pushes people to compete against their co-workers. If you hire the right people this will naturally occur. It is okay to compete against each other but to reach the goal it takes a team. Creating a super competitive environment can cause segregation of your co-workers intern causing a disconnect in your team. Competition is a great form of motivation on an individual level.

You need to create a team environment, whatever industry it is. You win as a team and you lose as a team. In the world of business there is only one goal, growth. You grow your company, you grow your profit,  or you grow the size of your team. If you want to grow as a business, build a team. Teams work together to achieve one goal and they have one purpose. If this is the message you project to your employees Tier One Consulting guarantees you will notice an increase in overall production, a happier work atmosphere, and individuals willing to help each other achieve success. 

Want to increase the production of your team or need a boost in your sales, Tier One Consulting offers a one time free consultation.  Let us help you grow your dream.

Don't be a CRM dummy

In the waves of technology we have become very lazy and reliant on technology. Don't get me wrong, I love all of the new technology but it does have it's down sides, especially when we have systems that tell us when and how to contact a potential client. 

We use CRM systems everyday to catalog our potential customers into certain categories. I can remember using a rolodex to accomplish the same thing that the new CRM systems do, but better. Why would a rolodex function better than a CRM? It is not that it functions better but a rolodex didn't make us lazy. We are so reliant on what the CRM wants us to do that we have forgotten how to really work a potential client. We use email templates that the company has put in place versus sending out personalized emails to our clients. They even tell us what day and time to contact a customer.  Some even goes as far as to give you a phone script to use during your conversation with a potential client. It has become a full disconnect from our potential clients, like we are robots just doing exactly what the system tells us to do. 

I recently inquired about joining a certain leadership team and immediately got an email about my inquiry, it was system generated to let me know that someone would contact me. I receive a phone call by the representative, the conversation was a little disconnected and more of a phone call to try and set up another phone call appointment, I went along. We had set a time to reconnect a couple days later due to my scheduling. The very next day the same representative calls using the exact same script to try and schedule a phone call appointment. I let him finish his phone script and then informed him that we had already set a phone appointment for the next day. He apologized and told me that his CRM was a little off. He was solely reliant on his CRM when it came to conversation and his follow up of a potential client. That being said, our phone appointment was scheduled for the following day. Again reliant on his CRM, he did not take into account that we were in different time zones, he called an hour late. Of course I did not pick up due to scheduling, at this point I had lost all interest in joining this leadership team. What's funny, I received an email stating that he had left a voicemail and is now reaching out via email. I had been having issues with my voicemail for about a week and no one could leave a voice message for me at the time. Once again, he was so reliant on his CRM to do his job that he was just like a robot, doing whatever his CRM told him to do. 

It is important to understand that CRM's are only as good as the person using them. CRM's are based on a system doing a set job for everybody, you get out what you put in. They can be used as very effective tools in the right hands, but can also cause people to become lazy and ineffective. Just because the system does half the work doesn't mean you should be half a sales rep. 



Hiring a consultant isn't just for struggling companies

A few months ago we got the opportunity to meet with a top ten company in their franchise. With 286 stores competing against them, they had managed to stay at a consistent top ten status. Naturally, the big question, why do we need to hire a consultant? The question itself was not surprising, they were already in the top ten of their franchise, can you blame them? After multiple meetings and discussions, they hired us to come in.

We went over everything from sales process, initial customer contact, appearance, and even the billing cycle. Even though they were a top ten company, there were still things that could be improved upon. One of those things, was simply using the same product they sell to their customers in the bathrooms, instead of using an off brand, simple, right? Needless to say, that one small change increased the sale of that product about 10%. Small things such as this tend to be the most overlooked. Now imagine if there are a bunch of these small things that are being overlooked. What kind of boost would your company have if they were recognized and fixed?

Being a successful company is not easy to achieve and maintaining it is even harder. Just because your company is successful doesn't mean your doing everything right. Having a consultant come in will do a couple things for your company. One, it can reaffirm what you already know about your business and two, it can give you an outside perspective. Companies see what they do every day making it harder to recognize any type of need or change. Bringing someone in to give you an unbiased opinion of your company is a good thing. I bet you would be surprised at the things Tier One would find to help boost your company's overall potential.