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  • 06 Mar

    March GPS: Fundamentals Sales

    Fundamentals: Sales

     “Nothing happens until somebody sells something.”

    What is Sales?

    1. The activity or business of selling products or services.
    2. An alternative term for sales revenue or sales volume.

     

    When we begin working with a new client, there’s much foundational work to be laid. The client’s core leaders start by going through an assessment process that covers everything from financials to systems to internal succession planning. Once completed, we outline and provide a detailed plan — including tracking methods and achievable metrics — to improve the worth of your company.

    Included in the plan are the principle value drivers that help your businesses thrive. Sales is one such key value driver. High value companies have the ability to deliver on the promises made to the marketplace and to do it in a systematic and a reliable process-driven manner. They consistently ask, and answer, challenging questions to ensure that their sales systems are performing at peak efficiency.

     

    These questions include:

    • Does your company have a consistent record of sales growth?
    • Is too much revenue concentrated in the hands of a limited number of customers?
    • Do you offer regularly-scheduled sales training programs?
    • Are you too dependent on one sales superstar or the personal relationships with one party of the customer?
    • Do you have a balanced mix of sales tactics to keep a steady stream of high-quality prospects in your sales funnel?
    • Are you measuring the timing and close rate on your sales leads?
    • Are your customers satisfied and a consistent source of repeat business?
    • Do you measure and understand your customer turnover?
    • Are your customers paying in a timely manner?
    • Is your sales incentive program effectively creating your desired outcomes?
    • Will your sales process continue to function successfully in your absence, whether due to illness, retirement, transfer of ownership or another life-changing event?
    • Are your sales and sales projections sustainable and predictable?

     

    Answering “no” to one or more of these questions can leave your business vulnerable and at the mercy of forces beyond your control. If you haven’t done so in a while, we urge you to take time to evaluate your current sales process. In this way, you will safeguard the revenue you need to achieve your short- and long-term goals.

    There are many more questions that need to be considered to improve your sales. What do we sell? What does the customer buy? How relevant is your service or product? Who is the real customer? Who makes the purchase decision? How are you able to provide better service or product than your competitors? Are you selling to the correct customers? Do you have a written sales plan and strategy? Is it being followed and measured?

    Big changes — especially in larger companies — don’t happen overnight. Our individualized approach to helping clients make big changes and sound business decisions is methodical and incremental, and keeps your long-term goal in mind at all times.

    By chuck Uncategorized
  • 06 Feb
    How About Now? Exit Planning

    How About Now? Exit Planning

    Business owners have an exit strategy issue. There’s a consensus among exit planning professionals that their clients often don’t think about their plans until it’s too late.

    “It’s one of those things, like an estate plan, that everyone knows they should do but it’s easy to put off,” said Shawn Pearson, an attorney at Woodburn and Wedge in Reno. “It’s like exercising and getting eight hours of sleep, it’s easier said than done.”

    There has been a rise in owners thinking about exit strategies, Pearson said, but it’s still incredibly low. At the depth of the Great Recession, he said there were essentially zero business owners thinking about their exits. Now, with the economy strong, business owners are instead focused on dealing with the day-to-day operations ensuring they are capitalizing on the opportunity to make money.

    As Baby Boomers age out of their careers, the Exit Planning Institute estimates there’s 4.5 million businesses and $10 trillion worth of value expected to transition in the next 10 years in the United States. It’s likely only a small percentage of those businesses will successfully transition, said Robert Glaser, president of the Southern Nevada chapter of the Exit Planning Institute. The wealth those businesses holders maintain could also near $30 trillion.
    Read more…

    Originally posted on NevadaBusiness.com

    By chuck Uncategorized
  • 08 Jan

    January Bottom Line

    Chuck Mohler has more than 25 years’ experience in business. As president and founder of Eagle Corporate Advisors, he uses his vast experience and broad knowledge base to assist business professionals who realize they can’t always know and do it all.

    So is Chuck an “advisor,” a “coach” or a “mentor”? People often use the terms interchangeably, but they have distinct meanings.

    An “advisor” is an individual with a particular background and skillset that is similar to yours, but has “been there, done that,” and is eager to share their hard-won lessons with you to help you become smarter.

    A “coach,” similar to those in the world of sports, helps you address specific challenges, except this time in the business arena. They guide you through the rough spots and help you improve the areas that may need a little more practice or refinement to become the best in your industry.

    A “mentor” is not only capable of teaching and training you for business success, he or she also helps you become a better person and cares that you have success in your overall life. They really listen with the trust, respect and confidence needed for lasting commitment.

    So what role does Chuck serve? He is well equipped to be an advisor, coach, or mentor, but his long-time clients know he strives to be their mentor from day one.

    For more information, please visit eaglecorporateadvisors.com.

    By chuck Uncategorized