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CEO Advisor® Newsletter
April 2014

Path to a Powerful Sales Team

Your sales team should be a central focus of your business every day. If you have a powerful sales team, that is a major accomplishment and is extremely valuable. But most companies' sales teams lag well behind their goals, and management lets this problem persist far too long before enacting changes.


Lack of success by sales team members turns into employee turnover. It simply costs you too much money to hire, train and fire just to rehire and start the process over again. And the missed sales opportunities are far more costly than the lost time and money to hire, train and employ failed salespeople.


CEO Advisor works with CEOs and business owners on sales strategy, sales team building, training, sales goals and other critical steps to ensure success in growing your business to the next level. Below are three areas of focus for a successful sales team:

Hire Salespeople Effectively
It's critical that your hiring process be thorough in order to dramatically increase your odds of bringing on a strong sales team member. Most salespeople are street savvy and pass the test of one interview so don't shortcut the hiring process. CEO Advisor assists its clients with a proven 10-step hiring process for salespeople and sales management.


Effective Sales Management
Smaller companies require sales managers to both manage and sell. Make sure that both new hires and veterans in your sales department are well trained and that they are completely knowledgeable on your products and services. They must be as confident and excited about what they are selling as you are. Sales managers must be extremely goal oriented, hands-on and hold each sales team member accountable to their goals. Demand 100 percent commitment from them. They must be ready to do whatever it takes to achieve their goals and to perform at maximum capacity every day.


Sales Training
Your sales team should be a primary focus on a daily basis. They should be mentored by you or your sales manager. You must pay more than lip-service to sales training. Ensure that your sales team is learning the leading-edge techniques on prospecting, gaining meetings with qualified prospects, writing proposals, following-up properly, using your sales CRM and closing effectively. Your sales team must learn and use powerful questioning skills, qualifications skills and rapport and trust building skills. They also need to know how to handle all the objections in your industry with complete confidence and follow up objections with strong closing capabilities.


Motivation to Succeed

Successful salespeople are motivated by different things, but here are common factors found in most successful salespeople:


Goal-oriented. Great salespeople are far more goal-oriented than others. This should be glaring in the interview process and obvious with your current top performers. Other strengths are evident, as well, such as a high sense of urgency, time management, responsible and early to work each day.

Recognition. This trait is pretty obvious to detect. These people crave applause and recognition. They love to be seen as successful. They usually drive the nicest cars. They dress sharper than most. They must be noticed. So give them the praise they deserve.

Power. Power is dictated by how much a person is willing to influence a situation. Power appeals to the person's sense of wanting authority. They want to be in charge and dislike loss of control. Successfully closing sales is a keen sense of power for many successful salespeople.

Status. Similar to Recognition, this emotional trigger lets others know they have arrived. A strong presence, coupled with being respected and professional, is important to successful people.

Relationships and Coachability. Some people are into being friends. Successful salespeople know that business relationships are less like friendships and more of a mutually beneficial, trusted relationship based on need and respect. Great salespeople tend to be self-starters and somewhat independent, but they are also very coachable and rarely get flustered or defensive.


Find the above traits in your sales team and you are on your way to success. CEO Advisor has decades of success in sales strategy, sales team building, sales training and implementing sales processes that yield results.


Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today to discuss your growth needs at (949) 629-2520, by email at MHartsell@CEOAdvisor.com or visit www.CEOAdvisor.com for more information.

CEO Advisor, Inc. Advises eMerchant on Growth, Sales Strategy and Marketing

Critical Skills for the CEO/Owner
The Wharton Business School newsletter, published by The Wharton School, University of Pennsylvania did a recent poll of executives and business owners. The results below show the four most important skills that would strengthen a CEO's performance.
Strengthening what skill would most improve your performance?
Leadership - 33%
Time Management - 28%
Negotiating - 22%
Understanding Your Financials - 17% 
1. Leadership
Leadership and execution is the key to success and achieving your goals. Leadership requires planning, organization, being proactive, having a crystal clear understanding of the business both financially (quantitatively) and operationally (qualitatively), hiring and managing people of multiple generations and cultures, and creating a culture of accountability to grow your business to the next level.
2. Time Management
Time management is the Achilles heel of most CEOs and small business owners. Not just managing time on a calendar and working 60 hours a week to keep up, but real strategy and planning to focus and structure your time to impact your business in a disciplined manner. CEO Advisor, Inc. works with its CEOs and small business owner clients to set goals and priorities, and truly excel in both leadership and time management.
3. Negotiating to Success
Negotiating is the Holy Grail in business - with customers, prospects, vendors, employees, etc. We focus deeply on negotiations using some of the top techniques used by military leaders and business people. Your sales team can benefit tremendously from sales training and negotiating skills training from securing the initial meeting to negotiating price effectively to closing large deals. Strengthening your negotiating skills can yield a 100X return on your investment. If you are not a master negotiator and salesperson, invest in your negotiating skills and prosper in 2014 and beyond.
4. Understanding Your Financials
If there is one New Year's resolution that every CEO and small business owner should commit to is gaining a thorough understanding of the financials of your business. If you don't, you are flying blind! This includes your Profit & Loss Statement (Accrual and Cash basis), Balance Sheet, Financial Ratios, creating a 2014 Financial Forecast, and learning to analyze and understand how to positively impact your Gross Margins and Net Profit, as well as, pinpointing early signs of problems. CEO Advisor Inc. spends the time to ensure every client not only understands but uses their company's financials in growing their business to the next level.
Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today at (949) 629-2520 for a no cost initial consultation, by email at MHartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.
Critical Skills for the CEO/Owner
The Wharton Business School newsletter, published by The Wharton School, University of Pennsylvania did a recent poll of executives and business owners. The results below show the four most important skills that would strengthen a CEO's performance.
Strengthening what skill would most improve your performance?
Leadership - 33%
Time Management - 28%
Negotiating - 22%
Understanding Your Financials - 17% 
1. Leadership
Leadership and execution is the key to success and achieving your goals. Leadership requires planning, organization, being proactive, having a crystal clear understanding of the business both financially (quantitatively) and operationally (qualitatively), hiring and managing people of multiple generations and cultures, and creating a culture of accountability to grow your business to the next level.
2. Time Management
Time management is the Achilles heel of most CEOs and small business owners. Not just managing time on a calendar and working 60 hours a week to keep up, but real strategy and planning to focus and structure your time to impact your business in a disciplined manner. CEO Advisor, Inc. works with its CEOs and small business owner clients to set goals and priorities, and truly excel in both leadership and time management.
3. Negotiating to Success
Negotiating is the Holy Grail in business - with customers, prospects, vendors, employees, etc. We focus deeply on negotiations using some of the top techniques used by military leaders and business people. Your sales team can benefit tremendously from sales training and negotiating skills training from securing the initial meeting to negotiating price effectively to closing large deals. Strengthening your negotiating skills can yield a 100X return on your investment. If you are not a master negotiator and salesperson, invest in your negotiating skills and prosper in 2014 and beyond.
4. Understanding Your Financials
If there is one New Year's resolution that every CEO and small business owner should commit to is gaining a thorough understanding of the financials of your business. If you don't, you are flying blind! This includes your Profit & Loss Statement (Accrual and Cash basis), Balance Sheet, Financial Ratios, creating a 2014 Financial Forecast, and learning to analyze and understand how to positively impact your Gross Margins and Net Profit, as well as, pinpointing early signs of problems. CEO Advisor Inc. spends the time to ensure every client not only understands but uses their company's financials in growing their business to the next level.
Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today at (949) 629-2520 for a no cost initial consultation, by email at MHartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.

CEO Advisor, Inc. (www.CEOAdvisor.com), a leading business advisory firm in Newport Beach, CA serving the needs of CEOs, presidents and business owners of small and mid-size companies is providing growth, business process, sales strategy and marketing advisory services to the CEO of eMerchant, Inc. (www.eMerchant.com). Located in Irvine, CA, eMerchant is a full service merchant account service provider for online and brick-and-mortar merchants. 

 

CEO Advisor provides business advisory services affordably and effectively with hands-on work performed to assist CEOs, presidents and business owners of small and mid-size companies on growth, business strategy, business processes, sales, sales team building, sales strategy, marketing, operations, finance, funding, mergers and acquisitions to grow businesses to the next level. 

 

As a trusted CEO Advisor® to business owners since 2004, the firm specializes in providing business consulting services in a one-to-one advisory role on a weekly basis to maximize sales, profits and business value to generate a substantial return on its client's investment.

 

Mark Hartsell, CEO of CEO Advisor, Inc. states, "The vast array of online payment and credit card services is a critical function that greatly effects the growth and scalability of millions of online and brick-and-mortar stores.  eMerchant provides top tier customer service, expertise and superior reliability to merchants of all types and sizes.  CEO Advisor is providing advice on strategy, business processes and accelerating their growth to achieve their goals." 

 

Bill Dumont, CEO of eMerchant states, "CEO Advisor's online and ecommerce experience coupled with their business expertise and hands-on approach is providing eMerchant with advisory services to grow to the next level."

 

About eMerchant, Inc.

Since 2002, eMerchant has serviced online and traditional brick and mortar merchants from start to finish with a complete payment acceptance solution. eMerchant will assist store owners in setting up a PCI compliant credit card processing account, credit card terminal, a payment gateway for ecommerce, and provides friendly, best-in-class customer service to suit their needs.  For more information, contact Jeff Carter, Vice President of Sales & Marketing at eMerchant, Inc. at (866) 979-0260, email jcarter@emerchant.com or visit www.emerchant.com for more information.
 

About CEO Advisor, Inc.
CEO Advisor provides business consulting services affordably and effectively to meet the specific needs of CEOs, presidents and business owners of small to mid-size companies in a wide range of industries, including technology, media, professional service firms, light manufacturing and many more. 

 

CEO Advisor's mission is to advise business owners with the needed expertise and focus, coupled with hands-on advice and work performed to grow your business to the next level. Contact Mark Hartsell, CEO of CEO Advisor, Inc. at (949) 629-2520 in Orange County, CA, by email at mhartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.

Client Testimonial  
 

"I highly recommend CEO Advisor®. We rebuilt my management consulting business and, in all honesty, I couldn't have done it myself - incorporating, marketing plans, sales coaching, prospective client lists and a dozen other tasks - all in less than six months.  My CEO Advisor was easy to work with, supportive, and perhaps most importantly, he had workable, practical answers to my business questions and problems that flowed from his broad business experience."


CEO, Energy and Environmental Consulting Firm

Words of Wisdom

 

"The pessimist sees difficulty in every opportunity. The optimist sees opportunity in every difficulty.

 

Winston Churchill

Prime Minister of the U.K.


 

 

"The pessimist sees difficulty in every opportunity. The optimist sees opportunity in every dif

 

Winston Churchill

Prime Minister of the U.K.