If  you are in Ottawa March 2 – 4, 2010, we invite to visit our booth at the Aboriginal Finance Officers Association Conference and Tradeshow…See you at the Westin!

LISTEN TO MATHEW HERE!!

A Manager of a Sales Team was telling me about the challenges and frustrations that he is having with his sales team.  He made the reference to,  ”If a person’s job is to ‘dig a ditch’, then one must dig ditches”  and in relation to selling “If one’s job is to sell, then they must do selling activities to achieve those goals”.  His challenge was motivating his sales team to “do the actual physical activities” required to make a sale.

What are the activities that one needs to do on a daily basis to be successful in sales?   Salespeople need to “Get out there”, meet people, network with colleagues, talk to clients and former clients and shake things loose!  Sitting behind your desk and waiting for the phone to ring helps nobody, and especially does not help you to develop the confidence and skills needed to succeed!  Sales people need to establish their priorities, set a schedule and make some decisions on how to spend their day talking to potential clients.  It has been said many times that ‘a wrong decision is better than no decision at all’ and ‘indecision is toxic’ especially for the sales person who is unable to make the decision to act.

So the question arises – how do sales managers motivate their staff to sell, when the media and markets are saying that nobody is buying?  How do they get them off of facebook for personal use at work and engage them in their work roles?   I think that facebook can be a great tool for business, but it can also be an addictive ‘crutch’ that is used as an excuse not to do selling activities.

Sales managers need to let their people sell without standing over their shoulder, yet provide them with the tools, support and motivation required to keep them moving forward.  Every individual is different and each will need different levels of care and attention- and that is up to our sales managers to figure out.  Find that balance and you will find success. Sales Managers need to motivate – Sales Team Members need to sell.

Mathew Cey

Director of Business Development

Accessing prospects and clients can be difficult in an economic downturn.  It is easy to get discouraged when “the sale” becomes more difficult to attain.  We must have faith in ourselves and our products.

In these difficult times, networking becomes more important and attending public functions and events is critical.  We can not force our clients to buy, but we can be “present” and “there for them” in other forms.

Remember, things will improve. The market will pick up but you must persevere through these more challenging times.  Find ways to be visible whether through a heartfelt thank you card, or a congratulations on an award won by a client or just shaking hands at a breakfast meeting.

Our current economic climate is an opportunity…an opportunity for you to build trust with potential clients and position yourself for success when your clients are in the position to buy again.

Stay true to yourself and success will follow!

Mathew Cey

Business Development Officer

Sometimes during the sales process, we business developers, need to allow the influencers in the organizations that we are soliciting to, sell our services for us.  Who are the Influencers?  Many organizations have them, the champions that believe whole-heartedly in your product or service.  They are the ones that ultimately solidify the business opportunity within their particular organization. more»

Stress is a feeling that’s created when we react to particular events. It’s the body’s way of rising to a challenge and preparing to meet a tough situation with focus, strength, stamina, and heightened alertness.

People who are experiencing stress overload may notice some of the following signs:

* anxiety or panic attacks
* a feeling of being constantly pressured, hassled, and hurried
* irritability and moodiness
* physical symptoms, such as stomach problems, headaches, or even chest pain
* allergic reactions, such as eczema or asthma
* problems sleeping
* drinking too much, smoking, overeating, or doing drugs
* sadness or depression

Keep Stress Under Control
Here are some things that can help keep stress under control.  more»

A recent study by IMC Learning an International Training Firm, shows that nearly nine out of ten HR professionals (88%) believe properly planned staff training can play a major role in addressing the challenges created by an economic slowdown.

Despite this, over half (57%) of those questioned say staff training is one of the first budgets to be cut during bad times. more»

In a time when recruiting is becoming increasingly challenging, there are a few things that any company can do to ensure that their recruiting processes are working effectively.  There are also a few things you should avoid.  Here are our top 5 recruiting mistakes. more»

Have you heard rumblings among your staff?  Are some employees just not towing the line?  Well, perhaps it is because they aren’t buying into the vision of your organization. If you are suffering from a revolving door of employees, it may be time to think about re-engaging your staff.

Here are four things you can do to keep your employees happier, and your bottom line healthier. more»

What a blast! Those profound words are the best description of our re-brand/Grand Opening/ Client Appreciation/Catch-up-with-old friends soiree the other night.
The wine, supplied by one of our complex neighbours (That’s neighbours in the same complex, not overly complicated people) flowed like wine, the munchies, supplied by the same folks were great, and the program was mercifully brief.

Our Mayor, His Worship Don Atchison although expected at the launch, offered a few surprise words, which, like Mayor Atch were well thought and inspirational. He was accompanied by his lovely wife Mardel, who informed me that they had two more functions that same evening…what a dynamite couple!
Back to the evening…We were able to connect with a lot of long time clients and friends, and share a few laughs. The bulk of our team were on hand, it was warm and fuzzy to recognize the contributions of my Business partner Mathew, our “Get ‘er done” gal Nicole, as well as facilitators Ian Mc Walter, Karen Millard, Jay Fuller, and Larry Flowers.

So to those of you that committed your time, a big THANKS from the Morris Interactive team.

Let us know your thoughts on the evening or anything else you would like to share, and let’s not be stranglers.

Ron Morris

With our Canadian athletes faring much better in the second half of the Olympics, who wouldn’t be inspired? From the extreme grit and determination exhibited by Simon Whitfield in the Triathlon, to the persistence shown by Ian Miller, who has been an Olympian since 1972, winning his first medal this year in Beijing, to the teamwork shown by the men’s eights rowing team, there are lessons to be learned.
Focus, perseverance, goal setting, measuring for improved results, and focus are all skills that can be put to work in quest of a medal, in pursuit of a promotion, or building the right dynamic for your work unit.

Go Team, Go!