What Are Your Salespeople Costing You? - By Joe Milevsky, CEO

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It is Time to Look in the Mirror - By Joe Milevsky, CEO

The economic experts out there all reluctantly agree: the way things are right now is the New Normal. People are shopping less, and those that do take longer to make up their minds. We have the New Consumer who questions everything about a durable purchase – especially if it is a luxury item. Do I really need this? Will my old one last another few years? Is this item the very best one I can get for my home? Is this the best place to buy, the best price to pay, the best person to help me make this decision? The pressure is on our stores to help answer these all-important questions – and we have the selling staffs to do that.

All of your other efforts will be ineffective if the wrong salespeople are chosen.  Take a great organization with excellent systems and hire the wrong people, then ultimately the people and the organization will not succeed.  So, what are things that people must bring to your organization and what are the things that you can teach?

One example is a retailer that called our company looking for help because their sales had fallen off significantly. The retailer went from paying on written sales to paying on delivered sales. His rationale was that it would help him with his cash-flow.