Kolikoff - Business Development Phoenix Arizona; Outsource Sales Team Scottsdale and Greater Metro Area

RECRUIT

What is an “A” Player? According to Dr. Bradford Smart, author of Topgrading, an “A” player is someone who qualifies to be in the top 10% of available talent for a given position at the appropriate compensation level.

Although the benefits of having “A” Players on your sales team may be obvious, the importance of building a team of “A” players is reinforced when you consider the costs of a bad hire. Those costs include the costs of hiring; their compensation; extra costs to manage the person; mistakes, failures and missed business opportunities; as well as the costs of disruption when you have to sever the bad hire and start over again to find the right hire.

According to Dr. Smart, the average cost of a bad hire is 24 times their compensation! Hiring the wrong $100,000 sales person could be costing your business $2.4 million! How much is your current sales team costing your business?

When you outsource your sales and marketing to Kolikoff, we build a sales team of “A” players for your business! How do we do that?

• Develop results-based compensation packages: positions on our sales teams are results-based –low base with commission and bonus positions. Why? Because we only recruit sales people who play to win – and who expect to be paid for producing results. Are you ready to stop paying people for just showing up and start paying only for results?  

• Define job criteria: the most common critical success factors in selling include prospecting, getting appointments, building trust, investigating needs, demonstrating capability, gaining commitment, follow-up service and earning referrals. Listing those factors in a job description is easy. Defining how we will measure success in performing these functions is what allows us to begin to separate “A” Players from the rest. Do you know what performance to expect from your sales people? We do! 

• Determine candidate qualifications: in evaluating candidates, we go far beyond the typical assessments of knowledge, skills, experience and education. We explore six core competencies, assessing the candidate’s intellectual attributes, personal values, interpersonal skills, self-management capabilities, client leadership talents and inherent motivational traits. How would this level of assessment improve the quality of people on your sales team? You can find out by Kolikoff Your Sales Now!

• Write great recruiting ads: when advertising a product or service, the best advertisements powerfully describe the benefits available to the buyer. When writing a recruitment advertisement, the same approach applies – you write ads that powerfully describe the benefits of selling for your company to attract the best candidates – the “A” Players. How do you write a great recruiting ad? When you outsource your sales and marketing to Synergy, you don’t need to worry about that – we do!

• Develop interview skills: two very bad things happen on most sales candidate interviews. First, the interviewer gets caught up in telling the candidate about the opportunity and fails to ask the right questions to assess the candidate’s competence. Second, the sales person sells the interviewer with their charming personality and effectively avoids revealing any flaws. Are you really surprised when that person is not an “A” Player? Our interview process gets at the core issues that uncover a candidate’s viability as an “A” Player  – and your interview process can too when you retain Kolikoff.

Outsource your sales and marketing to Kolikoff and we’ll get started on building your “A” sales team today.

TRAIN

Selling has many similarities to sports. In both, you must consistently execute the fundamentals to score.

• In football, for example, you need to consistently block, run, pass and catch to score – and simultaneously run, tackle, blitz and defend to stop the other team from scoring.

• In selling, you need to prospect, get appointments, build trust, investigate needs, demonstrate your capabilities, gain commitment and follow-up to win a new client – while ensuring your marketing positions your product’s benefits and pricing better than your competition to keep them from scoring.

If you consistently execute those fundamentals, a sales person has a chance to win the game, just like a football player.

An athlete practices and prepares much more than he or she plays the game. A sales person may participate in product training when they first join the company, attend an occasional sales training seminar or two, but they seldom work on the fundamentals. Few businesses are willing or able to invest time or money in training their sales people. Their sales people enter the game poorly prepared because they simply have not had enough practice time.

When you outsource your sales and marketing to Kolikoff, your sales team spends the necessary time on the practice field working on the fundamentals of selling. In addition to extensive training on your industry, products and services, we consistently work with sales team members in these areas:

• Prospecting: prospecting is everything your sales people do to make “first contact” with a decision maker and motivate that decision maker to take action and learn more about your products and services. Unfortunately, most sales people are “one trick ponies” – they have only one method of prospecting. Our sales people are taught to utilize a variety of prospecting methods, including cold calling, canvassing, networking, social media, strategic alliances, centers of influence and referrals. Would you prefer your sales people build their prospecting strategy on a diving board or a Parthenon of prospecting methods? Put your “one trick ponies” in the barn and Kolikoff Your Sales Now!
  

• Getting Appointments: gatekeepers, voice mail, no return calls, not interested, no, no, no! This is just ten minutes in the life of a sales person calling to schedule appointments with decision makers. What do most sales people do after ten minutes of failure and rejection? They check their email, get a cup of coffee, take a smoke break or anything else to avoid being rejected again. What do our sales people do? They dial again and again until they get an appointment with a decision maker, then they do it again and again and again! Make an appointment to Synergize Your Sales Now!

• Building Trust:  do you know what radio station your prospects and customers listen to? We’ve already done the market research for you and are pleased to report that every single one of your prospects and customers listen to radio station WIIFM – what’s in it for me! It is human nature to think of ourselves first and others second. So, what radio station are your sales people playing when they meet with your prospects? Unfortunately, far too often they are playing their own radio station (let me tell you about our products and services), not the prospects (tell me about your business)! Would you like to change that behavior? Change your radio station and tune in to Synergize Your Sales Now!

• Investigating Needs: there are six magic words that separate the professional sales person from the amateur sales person. Do your sales people use these six magic words on every sales call? Have they made these six magic words part of their D.N.A. as a sales person? We embed these six magic words in the genetic code of every one of our sales people! What will it take – when will you start – how will you know – where will you begin – who will benefit – why would you wait to Kolikoff Your Sales Now!

• Demonstrating Capability: after a sales person has built trust and thoroughly understands the prospect’s needs, it’s time to present your products and services. Ready? Set? STOP! Before they open their mouth, you whisper in their ear, “Telling is NOT Selling!” What would they do now? Outsource your sales and marketing to Synergy and we will Kolikoff Your Sales Now!

• Gaining Commitment: in golf, you drive for show and putt for dough. In selling, the “dough” is reserved for CLOSERS – those special people who can gain the prospect’s commitment and turn them into a client. At Synergy Sales and Marketing, all of our sales team members are CLOSERS who know how to help people buy, easily overcome the temporary condition of “no” and ensure that the contract and the check are yours and not your competitors! Tee it up and Kolikoff Your Sales Now!

• Follow-Up Service: businesses lose 68% of repeat business from their current clients. Why? Sales person apathy. Sales people simply fail to follow-up after the initial sale to ensure your new client is totally delighted with your products and services and to build the relationship for future purchases and potential referrals. At Synergy, our Customer Relationship Management (CRM) system ensures your new clients are not forgotten and our sales team members follow-up, follow-up and follow-up again and again and again!  Don’t be apathetic – Kolikoff Your Sales Now!

• Earning Referrals: How do you get a referral? You start by asking. When do you ask? Often! How do you ask? Well, that’s a bit of intellectual property we’re just not putting out here in the public domain! What we can tell you is that if you outsource your sales and marketing to Synergy, your sales team will be generating endless qualified referrals for your business! Refer yourself as a prospective client today and Kolikoff Your Sales Now!

• Inner Game of Selling: you may see your best sales people as extroverts – people who really enjoy meeting new people and genuinely like spending time with people (as opposed to spending time with their computer). While that may be true, the irony is the amount of time sales people spend alone – in their car, on the phone or in their office preparing to meet new people. Guess what happens during that private alone time? Doubt. Fear. Confusion. Worry.

Sales people are people too, with all of the human frailties any of us experience, plus the added burden of constant rejection. At Synergy, we understand the often fragile egos of sales people and how to help them win the inner game of selling.  If you are just not sure how to handle the peaks and valleys sales people experience, it’s time to Kolikoff Your Sales Now!

• Time Management: if we were to define actually “working” at selling as the time a sales person spends face-to-face with a decision maker, numerous studies tell us that the average sales person is “working” less than 90 minutes a day. Clearly, activities such as prospecting, getting appointments, follow-up and earning referrals are equally important, but don’t you want your sales people actually “working” – gaining the commitment of new clients – more than 90 minutes a day? Take control of your time and Kolikoff Your Sales Now!

• … and much, much more! We provide our sales people with individual online audio and video training, group training and the one-on-one coaching that takes them from where they are to where they need to be, as well as comprehensive use of our automated tools including our Customer Relationship Management (CRM) System. That’s how we drive your sales results from where they are to where you want them to be! Get more sales for your business and Kolikoff Your Sales Now!

Outsource your sales and marketing to Kolikoff and your sales team will be continuously trained to ensure they are prepared to win the game for your business

Holding sales people accountable for results is a challenging endeavor. Far too often, the sales person presents evidence of their activity as an excuse for their poor results. Although that can not be tolerated, it is incumbent on management to implement systems which focus the sales person’s time on activities that lead to productive results.

When you outsource sales and marketing to Kolikoff, each member of your sales team is held accountable on a weekly basis for reporting their results vs. plan for the previous week and their plans for the upcoming week. This system enables us to implement a culture of accountability where each sales person if focused on doing the right things the right way:

• Set Effective Goals: what constitutes an effective goal? First, it has to have a quantitative element – a number, a dollar amount, a percentage – that can be measured. Second, it has to be time-bound – weeks, months, quarters, years – when it will be achieved. Third, it has to be on a vital factor – a critical element of success for the business. Outsource your sales and marketing to Synergy and every member of your sales team will be focused on goals that with increase your sales results. Set a goal for yourself to Kolikoff Your Sales Now!

• Share the Responsibility: goals are a shared responsibility of management and the sales person. Management can neither dictate goals nor abdicate their responsibility and let the sales person set goals on their own. It’s a collaborative process that requires an ongoing conversation to help the sales person learn how their time management decisions have significant impacts on the achievement of their goals. Take responsibility today and Kolikoff Your Sales Now!

• Compare Performance vs. Plan: sales results, by themselves, are virtually meaningless. It’s only in comparing results vs. plan that we can assess whether those results are positive or negative. It’s incumbent on management to establish a regular weekly process for reviewing progress vs. plan with each sales person, analyzing those results and assessing the corrective actions that will improve results. As you analyze your sales results vs. your plans, your corrective action may be to simply Kolikoff Your Sales Now!

• Keep Score: sales results must be visible. Every sales person should know their sales results and their performance vs. their plan. Those results should be compared to other sales people and sales people should be ranked based on their performance. It’s all about results in sales and those results should be posted on the scoreboard just as they are in competitive sports. Put your sales results on the top of the scoreboard by Kolikoff Your Sales Now!

• Take Appropriate Management Action: You have worked hard to recruit and train an “A” team of sales players. When performance starts to slip, it’s time for immediate action. Your sales person may need training, coaching, a pat on the back or a little KITA Motivation, but you must take action quickly and decisively. If their performance fails to improve, you must remove them from your team – because there is only room for “A” players on your sales team.  Take the appropriate management action today and Kolikoff Your Sales Now!

Outsource your sales and marketing to Kolikoff and we will hold each member of your sales team accountable for improving your sales results.

 MOTIVATE

Leadership can be defined as “inspiring others to achieve goals.” The leadership style of the leader is often the greatest determinant of sales success.

How are you motivating your sales team? Are you still using carrots (rewards) and sticks (punishment)? That approach hasn’t worked for a very long time and it won’t work in the future. It’s time to take the path less travelled with your sales team – Inspiration Road!

When you outsource your sales and marketing to Kolikoff, we’ll worry about the fragile psyches of your sales people and inspire them to achieve your goals. Here are some of the ways we inspire your team to success:

• Set the Tone – we clearly communicate your vision. We model your values. We ensure each sales person gets the credit for their sales success and we take the blame for their sales failures. We model accountability and ensure each and every sales person doesn’t just talk the talk, they walk the walk. Set the tone for your sales success and Kolikoff Your Sales Now!

• Build Trust – we focus on and constantly measure results. We expect excellence from every member of our sales team. We empower each person to do the same. Our full transparency approach allows us to build trust by being open about where we are, where we’re going and how we’ll get there with each member of our team. Build trust in your sales success by Kolikoff Your Sales Now!

• Foster Continuous Learning – we build learning organizations. Why? Because the more knowledge we share with each sales person, the greater chance we have that they will learn to take the right actions on their own, without us needing to waste time telling them what to do! In order to do that, we have to not only remove fear of failure, but also encourage people to fail faster. Why? Because that is the key to accelerating their personal growth, break through their personal barriers and realizing their potential as a member of your sales team. Break through your barriers today and  Kolikoff Your Sales Now!

• Build Teamwork – we focus on both individual and team goals. This allows us to get each sales person involved not just in their own success, but also in the success of the entire sales team as well as your overall business success. Make our sales team your sales team by Kolikoff Your Sales Now!

• Ooze Passion – we love our client’s businesses. We are proud to have them as clients and constantly bubble with enthusiasm about them. This passion infects our sales team as we recognize, celebrate and energize every sales person with the same passion. We’re ready to ooze passion about your business – are you ready to Kolikoff Your Sales Now!

Outsource your sales and marketing to Kolikoff and we will inspire your sales team to achieve your sales goals.

 MARKETING

What is the purpose of marketing?

In our view, marketing exists for one reason and only one reason – to enable sales to happen. Effective marketing enables more sales to happen more often with higher profit margins, but at its core marketing exists so that someone can sell something!

When you outsource your sales and marketing to Kolikoff, we’ll make sure all of your marketing efforts are designed to optimize sales results. Here are some of the ways we make that happen:

• Laser-Beam Targeting: the days of mass marketing are over – have been since the turn of the century. Effective marketing demands you segment your market and define specific targets and develop custom messaging to reach those unique targets. How would laser-beam targeting Kolikoff Your Sales Now!

• Mass Customization: the days of describing the features and functions of your products and services are over too – they have been for at least a quarter of a century. It’s all about benefits and how those benefits address the specific needs and specific wants of your unique target markets. Customize the benefits for your business and Kolikoff Your Sales Now!

• Pricing Optimization: how did you set your prices? Did you look at your competition and beat them by 10%. Did you look at your costs and add a profit mark-up? A key function of marketing is looking at your pricing from a different point of view and creating a perceived value that optimizes your profit margins. Isn’t that a better way to Kolikoff Your Sales Now!

• Distribution Methods: how many ways can we sell your products and services?

• Commission-only direct sales force?
• Cross-sell through existing sales team?
• Inbound telephone sales team?
• Outbound telemarketing?
• Internet-based sales process?

Let us know how you want to distribute your products and service and we will Kolikoff Your Sales Now!

• Promotional Arsenal: here are a few of over 100 marketing weapons in our arsenal: customer communications, advertising, trade show marketing, public relations, internet marketing, strategic alliances and of course building your direct sales force. How many weapons can we deploy to Kolikoff Your Sales Now!

Outsource your sales and marketing to Kolikoff and we will develop and implement the marketing programs that achieve your sales goals.