Updates from the Leading Association for the Cleaning Industry Worldwide
Developing A Successful Training And Leadership Strategy
Welcome to the sixth and final installment in our “You Can Always Sell More” series. These articles have been sponsored by ISSA and www.GreatSalesSkills.com. The first five articles are available as free downloads. Use your e-mail address to register and enter “issa” as your password.
Conducting Your Own In-House Sales Training
Once you’ve evaluated your leadership skills and your sales team’s skills (see previous articles in this series), it’s on to training. You have a number of options to select from, ranging from public or university-sponsored training to experts who work directly with your team. The least expensive yet still effective option for you is probably to lead your own training by implementing the following process:
- Select a published item to discuss in your next sales-training class. It might be an article from a training or association magazine, an audio or video product, or a few workbook pages from a seminar you attended.
- Assign the selected materials to be read, listened to, or watched prior to your scheduled sales meeting.
- During your training session, ask team members the following four questions: What success have you had so far (since the last training meeting)? What did you think of the ideas covered in the assigned article/audio/video? How relevant did you think the ideas covered were and how do you see applying these ideas to your current territory? What are you going to try implementing before our next training session?
- Coach and lead your sales team between training sessions as it takes on this new skill or awareness.
The Final Component
Becoming a better coach, strategist, and leader by reshaping your sales organization will require you to reorganize, refocus and delegate so you can free up time to be an actual leader.
While most sales managers are good at maintaining what they already have, they do not push the team to do things different or better. Sales leaders, on the other hand, are proactive, maintaining a tactical, strategic and future-focused communications style and process. They are also positive and affirming communicators with a vision of how good their entire team can really be.
Which do you want to be, a “sales manager,” or the more proactive leader of a team of “fired up” change agents?
Want to learn more? This article series was taken from my latest book, You Can Always Sell More — How to Improve Any Sales Force. In it, I outline the entire process described in these articles. You can order your copy by calling 800-526-0074 or through www.GreatSalesSkills.com/issa (and receive your ISSA-sponsored discount).
Adapted, with permission, from You Can Always Sell More — How to Improve Any Sales Force, John Wiley & Sons. Copyright © 2007, Jim Pancero, Inc.
ISSA Announces Second Group of CIMS Experts
ISSA has announced the second group of individuals to achieve certification as official ISSA Cleaning Industry Management Standard (CIMS) Experts. This addition brings the total number to 72 individuals representing 25 U.S. states and Canadian provinces as well as Mexico.
|23 Webinar: Blueprint for BSC Success — The Five Elements of a Well-Managed Cleaning Organization, presented by Dave Frank. Time: 11:00 a.m. to 12:00 p.m., CST; click here to register.
|13-14 Cleaning System Design, featuring Dave Frank. Hotel Orrington, Chicago
|SEPTEMBER||19-21, ISSA/INTERCLEAN® China 2007. ShanghaiMart Expo, Shanghai China
|2-4, Sales Training Seminar: The Habit of Selling, presented by Don Buttrey. Dayton, OH.
|23-26, ISSA/INTERCLEAN® North America 2007. Orange County Convention Center, West Concourse, Orlando, FL
|Carpet Cleaner Clip
Visit www.issa.com/spotting to view a demonstration of advanced stain-removing techniques on tough mustard and ink spots by industry expert Bill Griffin. Watch and learn as Griffin shows you the best tools, chemicals and procedures for accomplishing the job.
|ISSA Promotes Wagner
In a move designed to better serve the needs of facility service providers and the cleaning industry at large, ISSA has promoted Dan Wagner to the position of director of facility service legislative affairs. In this new position, Wagner will focus on legislative and regulatory issues that are primarily labor or product-application related and will be the primary contact for the association’s facility service provider membership class. He will also be the primary contact for associations and other organizations in the facility service community regarding regulatory, health and environmental matters. Wagner will continue in his overall responsibility as director of the Cleaning Industry Management Standard (CIMS) and its certification program. He can be reached at 800-225-4772; e-mail.
|Welcome New ISSA Members!|
|Cummins Building Maintenance, Inc.
Gibson Area Hospital
GIBSON CITY, IL
Homewood Health Centre
GUELPH, ON, CANADA
J+A Cleaning Solutions Ltd.
TORONTO, ON, CANADA
Johnson Controls, Inc.
L & J Building Maintenance, LLC
Merck & Co., Inc.
WEST POINT, PA
School Board of Brevard County
Unisource Management Corp.
William Fineran, Augustana College
Mario Magadan, Augustana College
Christine Lucier, The Edgewater Hotel
All information in "ISSA Reports" is furnished by ISSA. ©2007. All rights reserved.
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