Sales

I recently had the opportunity to attend a Buffini & Company webinar regarding referral based lead generation.  If you're not familiar with Buffini, they are the nation's largest coaching organization founded on the referral based lead generation strategies of Brian Buffini.  Their strongest niche is real estate professionals and here's an interesting statistic: Buffini-coached realtors earn, on average, 7 times more than non-Buffini realtors.  Wow.

Courtesy of Michael Synk, Owner, Inner Circle Mid-South......

A major insight from Inner Circle#45 this past week, is that if you want to succeed at something (rolling out a new product line, adding a new sales person, setting up metrics to measure success, it really doesn't matter what) you have to put effort into allowing those involved to succeed. Adding a product line and just giving the sales force some brochures and telling to go sell, just won't cut it. Likewise with adding a new sales person. Giving him a territory and briefcase and pointing him at the door or phone will get you failure rather quickly.