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In this Issue:
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March 01, 2008
ISSN 1940-199X
The ProfitInnerCircle is published each month. To update your subscription, see your options at the very end of this publication. |
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Welcome to the ProfitInnerCircle! This publication comes to you courtesy of Davy J. Tyburski- Founder, ProfitInnerCircle.com.
Be sure to add “info@profitinnercircle.com” to your email list of accepted addresses to ensure you have no problem receiving messages from me.The ProfitInnerCircle is written specifically for Business Credit Executives who want to maximize cash flow, increase profitability, and boost the value of their Business Credit team.
Please forward this issue to your team members and other associates who can benefit from its content. Thanks in advance for your "readership" and for passing this valuable information along to your friends and associates!
If this publication was forwarded to you from a friend or associate and you do not want to miss a future issue, please visit ProfitInnerCircle.com to claim your subscription. You’ll also gain access to my FREE Resources page that contains valuable tools and resources to help you strengthen your ProfitInnerCircle Relationship. |
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“The most important ingredient we put into any relationship is not what we say or what we do, but what we are. And if our words and our actions come from superficial human relations techniques (the Personality Ethic) rather than from our own inner core (the Character Ethic), others will sense that duplicity. We simply won't be able to create and sustain the foundation necessary for effective interdependence.”
~Stephen Covey
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The New Sales Rep and YOU:
Starting on the Right Foot
In order for your organization to maximize its revenue and cash performance, building and maintaining a solid and positive relationship between your ProfitInnerCircle teams is key.
Business Credit professionals who begin this relationship on the right foot achieve greater levels of success. I will cover some key strategies and techniques that will pave the way to a strong and healthy relationship with a new salesperson.
WIIFM
You’ve heard this adage many times, "What’s in it for me?" It is also true in the case of a new salesperson, you must think, "What’s in it for them?" Do you remember the first few weeks as a Business Credit professional? You focused on the things that matter the most to you, right? Meeting and greeting the most important people inside and outside of your organization and you also focused on the tasks and processes that would bring you the most benefit.
It is no different for a new salesperson. Remember, the things that matter most to salespeople are their customers, their revenue, their commissions and their bonus checks. With that said, you should focus on providing information, reports and process overviews that will help them in these key areas. You must keep in mind a salesperson’s goals, motivation and work habits, while sharing a little bit about the Business Credit side of the business.
WIIFM- Sharing the Details
But not too much detail, remember salespeople do not want stacks of paper and large spreadsheets, just give them what is absolutely necessary in order for them to succeed in generating more revenue!
- Customer information-
- A 12 month history of the revenue performance of their assigned accounts
- Also include the “payment history” on the accounts
- Inform them who on the Credit Services team is responsible for their accounts and schedule a lunch or conference call to begin the process of open communication
- Revenue information-
- When and how you inform them of potential credit holds
- The problems you deal with from the “other” salespeople and what they can do to prevent the same issues that slow down your revenue recognition processes
- Bonus and commission checks-
- Outline the benefits of getting involved early in the collection process. No customer payments = No future Bonus or Commission checks
- b) Provide credits issued for the last 12 months for their assigned accounts, as this could impact their bonus or commission checks moving forward
Continue to think of what elements of the process the salesperson is involved in (or should be involved in) that, if done correctly can expedite the booking of revenue and review these main points with the sales team.
Use these ideas to catapult your organization ahead and strengthen your ProfitInnerCircle relationship! Remember – you get what you focus on.
Yours in Selling and Collecting,
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I have introduced a new program entitled, Don’t Get MAD…Get DATA!
I created this program because, like you, I was tired of hearing the same old emotional decision making that was going on in the meetings I attended. This program is all about getting more done while spending less time in those “problem solving meetings.”
As a Business Executive, you’re always looking to improve your bottom line and to prove your value across the organization. But let’s face it; sometimes it takes too long to get others on board with your ideas and concepts. Resistance to change and ‘turf issues’ are a few reasons you waste so many hours in meetings and working on ‘special project’ teams trying to solve your problems.
Don't Get Mad…Get Data that takes them to events page and contact me.
You measure this, you measure that, and then you benchmark this or that. This is necessary, but far from adequate. When you do not collect data about what you’re doing and how well you’re doing it, you are missing at least 50 percent of the opportunity to improve the quality of your efforts.
This session will provide you the knowledge to:
- Gather data, identify trends and patterns to help solve business issues
- Present data (graphically and numerically) in a way that lends credence to your ideas
- Diffuse emotional decision making (the “I think we should” approach)
- Sell your ideas and concepts across the organization
- Format and present information with clarity and precision
- Explain the benefits of your ideas and gain commitment from difficult people
Anyone who manages people, processes or technology can benefit from this session. As Edwards Deming, one of the pioneers of the continuous improvement movement said, "Without data, all anyone has is an opinion."
Contact me right now to check availability!
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 In the spirit of counting our blessings and the season of giving, please indulge me as I brag on my two boys for a few minutes. Gail and I are very proud of Kevin (16) and Dylan (12) for many reasons, especially for their spirit of serving others.
Kevin began raising money for charities about four years ago by ‘pedaling for dollars’ in events like the MS 150 and the Diabetes Tour de Cure. Dylan took part in his first charity ride a few months ago. Their combined fund raising efforts have produced over $9,000 for charity. Here are a few excerpts from the Welcome Home newspaper in San Antonio, Texas about the “Biking Brothers.”
While most students had pushed extracurricular activities aside to study for final exams last May, 12 year-old Dylan Tyburski was busy biking everyday after school in preparation for his first Tour de Cure. The Tour de Cure is an annual 150 mile bike ride from San Antonio and Austin held every May to raise money and awareness for a diabetes cure. “My grandmother has diabetes, so that helps me keep going because I think about her when I bike,” said Dylan of his inspiration to bike in the Tour de Cure. “When I crossed the finish line, I was excited that I had made it!”
He also has simple, but great advice for others interested in pursuing biking: “Always
keep going after your dreams, and never stop.” While Dylan has jumpstarted his
participation with biking, he is not the only Tyburski to have crossed the finish line.
Reagan High School junior Kevin Tyburski, Dylan’s older brother, has participated in both the Tour de Cure and MS150 three times each. “I’m going to keep riding to stay in shape,” said Kevin of his future plans. “Biking has definitely taught me motivation and given me perseverance to finish the ride, even when it’s 100 degrees outside because I know that by finishing the race and raising money for a cause, I’m serving others.”
Go Kevin and Dylan!
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 Hi, I’m Davy Tyburski, founder of ProfitInnerCircle.com. My extensive background is unique in that it includes both Profit InnerCircle management experience. This real-world experience makes me the ideal ’strength coach’ to reveal the strategies and techniques to help you strengthen your CREDITandSALES relationship to maximize cash flow, increase profitability, and boost the value of your Business Credit team.
I am a proven leader, author and professional speaker. I have presented my proven strategies and techniques to many individuals, companies and organizations including the National Association of Credit Management (NACM), Master Lock, the Walt Disney Company, Good Year, Riemer Reporting Service and Microsoft to name a few.
Besides being a sought after professional speaker and executive coach, I also serve as Vice President of a publicly traded, global medical technology company based in San Antonio, Texas.
My diverse business experience spans over 20 years and my programs are based on my real-world business experience, NOT theories on concepts. I’ve held leadership positions in Operations, Sales, Customer Service, Training, Business Credit and Corporate Communications. I understand and emphasize... "Revenue is important, but Cash is the most important."
You can learn more by clicking here.
A live event has a long lasting impact on your company! Visit my Testimonials section to see what my very satisfied clients are saying about me. So if you’re ready to discover these well-kept and easy-to-follow strategies and techniques that can improve your results, contact me right now to check availability and ask about my special association discounts!
ProfitInnerCircle.com privacy policy: I NEVER share, rent,
or sell your
information to any other organization.
To change your subscription, see your options at the very end of this email.
P.O. Box 591296 / San Antonio, Texas 78259 / (210) 497-1948 |
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