Saturday, November 8, 2014

Do you dread Sunday evenings? Not looking forward to Monday morning? Want to change this? Read on...

In a few hours, that scary looking monster will be here.

No, not him:



(Source: http://tinyurl.com/q7trrlh)

But this:



(Source: http://youth.conwayfumc.org/)

If you cannot make the co-relation you will be surprised.

That is because for many of us:



(Source: http://www.picnapic.com/sadness-is-a-sunday-evening/)


Are you one of those who:

a) Cannot understand how can anyone love what they do
b) Forwards messages over SMS, Watsapp and Facebook about the gloominess of getting back to work on a Monday morning.
c) Apart from Sundays and long weekends, the only time that you are cheerful is the day on which your salary gets credited.
d) Looks forward to update your CV and cover letter once a month?
e) Is tempted to switch off phone and get disconnected from 'everyone at work' while going on a holiday? Even though your inputs are critical.
f) Applies to opportunities posted on iimjobs.com or any other similar website atleast twice a week.

If you have said yes to atleast two of these questions, then you are clearly unhappy with your job.

Many of us start working from the age of 20 and plan to do so till we are 60. Let us consider we might end up not working for anywhere between 6 months and 2 years during this period either due to a break for studies or forced leave due to a long illness/tragedy or a sabbatical for a back packing trip which might last a few months.

Inspite of these pauses, we would end up working 38 years of our lives.
This means we spend more than 119 crore seconds of our life working.
I used this to calculate.

Do you want to spend 119 crore seconds of your life doing something that you hate?

If you want to avoid this, do the following:

a) Challenge the status quo: Take up an opportunity which you always wanted to try. But couldn't. I know what you would say. 'Oh I had that education loan EMI to pay off'. 'My household expenses will be affected if my income reduces'. 'What will my family and friends think? That I have wasted twenty five years of my life doing something?' Frankly, these questions will never end. And these questions are actually excuses. Speak up. Ask your family to support. You will be surprised by the outcome.

So do something like what Chandler did. If you didn't get the context, please google F.R.I.E.N.D.S.+Chandler+Advertising
If you haven't watched F.R.I.E.N.D.S., please do so immediately.
Rest of your life can wait! :P

This will certainly help you find your calling.

b) Ask: If you among those who knows that moving from field A to field B will be better, then start asking. Ask your colleagues, your employer, boss, friends etc about how you can go from field A to field B. Find people in field B. Speak to them. Is field B just a case of the grass being green on the other side? Or will field B make you feel like Hugh Hefner?



(Source: http://tinyurl.com/m6a6o5h)

c) Pursue a course: Although I am not a fan of higher education and would recommend slugging it out by getting your hands dirty, you can check out courses offered by reputed institutes which offer opportunities in the field you want to enter.

For example, Social Samosa conducts workshops in Social Media. You can check their offerings here: http://school.socialsamosa.com/

d) Start learning on your own: I would certainly recommend this. A curious child with internet access (with parental controls :P) can learn a lot more than child going to school and having no access to the internet. Google and Youtube are the best teachers today.

For example if graphology excites you, check this out: http://tinyurl.com/poxv4t9


I would like to wrap this article up by quoting Voltaire: “The more I read, the more I acquire, the more certain I am that I know nothing.”


Please do share your comments.
Acerbic or encouraging.
But do comment!

Thursday, November 6, 2014

Want to know about 6 powerful skills that can help you succeed in sales? Here they are!



(Source: http://brandongaille.com/how-to-be-a-successful-salesperson-top-qualities-and-characteristics/)

Are you a budding sales person?

Or one of those rare young ones who is contemplating a career in sales?

These are must have skills which will help you grow exponentially:


Listening:

During a conversation with a prospect, a good sales person will listen most of the time. Listening intently will answer many questions that one might have. Let us face it. Nobody likes to be encountered by a motor mouth. We all like to be listened to. This is a basic human trait! So you may or may not be listening to your partner, but do listen to your prospect/client :P


Questioning:

Don't be afraid of asking questions. Why do you need this? What is your expectation? Have you tried a similar product/service earlier? What is your budget? The more questions you ask, the more you will get closer to closing the sale.


ROI:

You will be surprised to know that many salespeople don't approach this part at all! The first two skills coupled with your knowledge should help you present a strong case about return on investment (ROI) to your prospect.
Even when you buy a phone for Rs 5000, you are evaluating several questions. How long will the phone last? What are the features? What can other phones give me at that price point? What will I get if I spend Rs 2000 extra to buy an expensive phone?
So how can you expect a prospect to spend Rs 1 million per year on your product/service without getting clear answers?


Read:

Mint, Financial Express, Business Line
TOI, Hindustan Times
Mid-day, Mumbai Mirror

Intelligent Investor, India After Gandhi

National Geographic, TIME

Yourstory, Techcrunch

Read! As much as you can! Whatever you can.

I would recommend reading this article published in Mint today.


Share:

Share credible information. That is the best way to receive credible information. Share information with your colleagues, competitors, customers and prospects. Help them out. You will be surprised about how many good things come back to you!


Handling objection:

What if a prospect says no? You can read this


Try them out. And do let me know whether these helped!

Wednesday, November 5, 2014

Who has? & How many?

Do we know how many Indian users are there on various social networking sites?



(Source: http://tinyurl.com/o43al3p)

Many?
No...

Lots
No...

Quite a bit!
Ummm ok....

How about some numbers then?
Sure!

Let us begin with Twitter!
According to this article, Twitter will have 18.1 million Indian users by end of 2014.
This means they have 1.8 crore Indian handles.
By the end of this year, Twitter will have 220+ million users.
Which means close to 10% are Indian users.
India has the third largest user base for Twitter.

Facebook recently crossed 100 million Indian users.
84 million users access their account by phone.
In 2010, FB had 8 million Indian users.
92 million users were added in 4 years.
This means FB added 2.5 lakh Indian accounts every day in the last four years!
Phew!
India has the second largest user base for FB

Linkedin has 26 million Indian users.
It accounts for 8% of the global user base
43% of its traffic in India comes from Mobile devices.
India has the second largest user base for Linkedin


So summarizing this would mean:

FB - 10 crore Indians
Linkedin - 2.6 crore Indians
Twitter: 1.8 crore Indians

Hope this helps while throwing numbers in your conversations :)

Tuesday, November 4, 2014

How to waste a sales person's day?

What should a sales person be doing?




Chatting with his colleagues?
No

Analyse reports?
No

Lounge in an A/C office?
No

Discuss 'strategy' with his bosses?
No

Boss around the techies?
Ummm...sometimes...but not so much! :P

Attending sales calls?



I feel that a salesperson should be just meeting clients and prospects.
And doing nothing else.
At least 2 meetings a day if not more (assuming there are 50-100 clients and prospects).

Unfortunately in many organizations a salesperson manages just 3 meetings a week. 
Can you imagine what a big failure is that?

Anyway, this post is about the different ways of wasting a sales person's day.

Here are a few:

Ad hoc reports



A salesperson is randomly asked to share ad hoc reports. Some of these reports might take an hour or two of one's working hours. This is criminal!

Reviews:

Various departments in different companies would point this reason out as the most efficient way to kill time!
Salespersons are asked to participate in needless reviews.
These reviews also hurt morale and fritter away money 



Lack of a CRM system:


One may find it ironical that companies that aggressively depend on sales do not invest in a CRM system. Not even a basic one! This results in various departments bothering the sales person to ask for client details again and again. 


Would you like to share some more?

Feel free to leave your comments

And also:


What to do when the deal doesn't close?

Been chasing that important prospect for a long time?

The business from that prospect would be worth Rs 2 lakhs per month.

You are already feeling this way and are planning to upgrade to an iPhone6. 



But the prospect evaded your last phone call.
That made you sweat a little.

Today when you call up the prospect from a colleague's number, he immediately answers your call! However when he realizes who is on the other side of the phone, you can sense him going from 100 to 0 in 3 seconds! :P

He apologizes and informs you that his company had to select another vendor.

So what do you do?
Meekly say 'It is Ok' and disconnect the call?

If you are doing that, you are doing this:




You must do the following:

a) Post mortem analysis: Call up the prospect after a couple of days. Inform him that you will be in his area and you thought it would be a good idea to catch up as you have 40 minutes between meetings. Chances are, he would be willing to meet you. Take him out for coffee or for lunch. Only 15% of your conversation should be about the deal you lost. But your questions should be pointed enough to figure out what went wrong. 

b) Take reference: Ask the prospect to give you a reference during the post mortem analysis. Do understand that he will be very eager to help out and will surely give some fantastic references.

c) Keep in touch with the prospect: Here are some ways of doing that. 

d) Get in touch with other people from the prospect's company: This will help you get in touch with all the important members in the buying cycle. Every member is a different human being. You will never know how soon the next opportunity might arise! Because one of them might surely inform you before the primary point of contact does it. This will also help you when the prospect's company is buying from you the next time as you will be aware of your proposal's position in every step of the buying cycle 

e) Complete your homework: Since you were one of the bidders the last time, the prospect might have not shared the entire information with you. Buyers always withhold information. Use the time from a failed deal to a new opportunity in gathering as much information as you can. So you would have completed your homework the next time your proposal is due for a submission!

Finally, notice that I didn't refer the company as a prospect. I referred to the individual as a prospect. Any passionate sales person will testify that every individual you meet is a prospect. Because individuals keep moving around. They may join some other company. Or they might turn entrepreneurs. So keep in touch!

Sunday, November 2, 2014

What does a salesman do on a Monday?

What happens when one make a sales call on a Monday morning like this?:

(Source: http://activatedstrategies.com/)


These are some of the responses one might get:


A) Not so angry response:
9. I HATE YOU 


B) Angry response:


(Source: http://www.cartoonmuslim.com/2012/09/a-naruto-themed-to-response-to.html)

C) Very Angry response:

8. GET LOST FOREVER or GO TO HELL

(Source: http://listcrux.com/top-10-things-people-say-when-they-are-super-angry/)

So what should a sales person do on a Monday?

  • Call or meet only those who have explicitly asked to be contacted on a Monday
  • Add prospect to the sales tracker
  • Read (As rest of the week makes it very difficult to catch up on reading apart from the news papers)
  • Plan the schedule for rest of the week
  • Complete pending tasks
  • Catch up with colleagues
The moot point is - Don't make a sales call on a Monday!

Saturday, November 1, 2014

6 ways to bag that job which you want!

Checked out an interesting job application on iimjobs?
Applied?
What do you think are your chances?

A recruiter or a head hunter might get anywhere between 200 and 2000 applications for a single middle level position.
Which means your chances are between 1 out of 200 and 2000.



Theoretically, you have a better chance of getting a seat in Harvard or even an IIM rather than that job which has more than 200 applications!


Here are a few ways that can improve your chances:

a) Quantify your achievements: In our resume, most of us state that we increased revenue or decreased cost. Or worked on that project that was praised by leadership. How about including some numbers? Rather than stating your got more customers, you could write that you increased revenue by 500%. Obviously, this is assuming that you DID increase revenue by 500%. This is because your customer count might have just increased from 50 to 80. But the overall business from new customers would have increased by 500%.

b) Include a cover letter: I had once noticed a Head of Digital Marketing of one India's biggest blue chip companies bemoan the fact that less than 5% of applicants had included a cover letter. And he wasn't going to consider those without a cover letter. So there! 95% of competition is out!

c) Complete your Linkedin Profile: Here is a simple question. What do you do when you are introduced to someone? You immediately check their Linkedin profile. Dont you think the recruiter would also be doing this? Linkedin also enables you to directly apply to jobs with your Linkedin profile. So update it!

d) Brand YOU: Today you need to inform the world two things - What you know and Who you are. Use Twitter, Facebook and Blogger (or Wordpress) to share your views with the world. It could be about anything. Treat your digital profiles as a brand. If you are an accountant, I am sure you must be thinking 'What the hell? How can social media help me out?'. Well. Write about your subject! Or your passion. If you are stuck at a boring dead end job, this could also open up avenues!

e) Ask!: Many of us don't ask! We don't let our well wishers know that we are looking out. So just ask for help.

f) Stay connected: Remember meeting the Head of HR of that MNC in that conference in Bangalore? You even exchanged cards! Linkedin also notifies you about his birthday. Do you call to wish him? If you dont, then start doing it. Your greetings should be genuine. But an opportunity might just knock your door!


Meanwhile in USA,..



(Source: http://tinyurl.com/plt8tcu)


You can also join http://tinyurl.com/plcqeow for checking out career opportunities!