 |
 |
| About Hank |
| No Bull Blog |
| Books and Compact Discs |
| No Bull Shopping |
| Sales Meetings |
| The Trisler Times |
| Other Resources |
| What's Gnu? |
| Privacy Policy |
| Home |
 |
|
|
|
|
| About Hank |
| No Bull Blog |
| Books and Compact Discs |
| No Bull Shopping |
| Sales Meetings |
| The Trisler Times |
| Other Resources |
| What's Gnu? |
| Privacy Policy |
| Home |
|
|
|
PRODUCTION CHART
The modern sales force is simply buried in computer printouts. Most of us don’t clearly understand what all these columns of numbers really mean and what they have to do with me, personally. We strongly suspect that the people who made the columns of figures don’t really understand them, either.
Let’s try a very simple chart that everyone can understand instantly.
The columns on the chart might be:
v Rank in the force. From 1 to whatever. Each person can quickly see how his production measures up against everyone else on the team. There is often a more pitched battle to stay off the bottom than to get to the top.
v Rank last month. Is your salesperson moving up the list, or down? Why?
v Number of sales.
v DFT Deals fell through.
v Net sales.
You may well want to add columns to measure things you think important, but I suggest you keep it very simple to insure understanding.
Don’t use a computer for your production chart, but hand draw them. As you run your numbers, you’ll think about the person and why the numbers are what they are. You won’t write down that which you don’t understand. It will give you the basis for a meaningful chat when you’re together.
Another benefit to a hand-drawn chart is that the salesperson knows you did it and are very aware of the numbers. With a computer, you’re never sure.
If you’re having trouble visualizing this chart, get a copy of NO BULL SALES MANAGEMENT at NO BULL SELLING.COM It will set you back $10.95, but it will make you a lot more money than that. If, for reasons obscure to me, you feel that’s too much to spend on your future, drop me at line at trisler@NoBullSelling.com and I’ll e-mail you a copy of the chart.
Oh, there’s one other little thing about the chart:
THE NUT LINE
You need to know, or calculate, what your desk cost is per person. If you take the total amount of your fixed costs and divide it by the number of people in your sales team, you’ll have a figure known as your “desk cost,” or the hard cost of providing that desk every month.
You then put a heavy, black line across the chart at the point that break even amount falls.
You’re people will ask you, “What’s the meaning of that line?”
“Don’t worry about that. It’s purely an internal matter of accounting.” That’s sufficiently arcane to arouse further attention.
“No, I’m serious,” they might go on, “What’s it mean?”
“Well it’s certainly nothing to concern you, but it’s merely my “nut” line. That line represents the point at which a salesperson stops becoming a liability and starts becoming an asset. Above the line, you generate a profit for me every month. Below the line, I have to take money out of my pocket every month for your care and feeding.”
“But I’m below that line.”
“Yes, I’ve noticed that, too. You tell me you’re doing all you can and I believe you. I’m going to do everything I can to help you stay above the line, but you MUST find a way to stay above that line to stay here. I simply cannot afford profit-losing salespeople forever.”
If they sincerely believe you are not out to get them and will really try to help them, they can’t hardly get mad at you. After all, it was the chart that said they were losers, not you.
Among my friends are a number of nice folks to whom I gave the “Rubber Key.” To a person, they will admit that they appreciated my candor and felt they saved a lot of their life by abandoning a losing effort and going out to find a “real job.”
Every person that passes through our lives makes a contribution to our life stories. There are those who play large roles and make deep impressions, but sometimes a brief special appearance before life takes them in another direction creates a meaningful connection. It is a rare gift when they suddenly reappear in our lives after a long absence.
Though the world may seem full of more people than we could ever know, we are often drawn to people with similar energy, which brings us together time and time again. On first meeting, the characters in our life stories may seem familiar. We may know each other from past lives or perhaps we merely recognize the energy of a kindred spirit. But when fate brings old friends back into our lives, there is always a reason. They may act as messengers, reminding us of a part of ourselves we have forgotten to nurture. They might appear to give us a chance to react in a new way to an old situation. They may even bring up unresolved issues so that we may complete them, giving us the chance to move forward on our life path. Whether old friends, previous romances, or once and future partners, their reappearance is more than mere chance. They may never know what they bring into our lives, but the renewed contact is a gift.
If this hasn’t happened to you, maybe you are meant to
initiate contact by seeking out old friends. If old friends come to mind or
into your dreams, use their appearance as an excuse to get in touch.
If an old song or movie reminds you of them, reach out to share the gift of renewed contact. Wherever you fall in the circle of connection and reconnection, be sure to look beyond the surprise of the moment to enjoy the deeper gift that this revelation brings.
—Patrick McVay, Elite Investments, Huntington Beach, CA
Have you ever wanted an online store that would sell merchandise emblazoned with your logo? I’m talking T-shirts, Polo Shirts, Sweatshirts, Jackets, Vests, Coffee Cups, Water Bottles and a host of other items, all bearing your company logo? Would that be a big boost to your branding efforts?
Now I can help. In conjunction with Colorado Timberline, I can establish an online store for you. You decide what you want to sell and what you want to charge for it. We stock the material, fill the orders, ship the product, bill the customer and send you a check at the end of the month. What could be simpler?
Call me for more information and/or take a look at http://bit.ly/ZmiWf If you want to see what a finished site might look like, one example is at http://bit.ly/AFvhG
If you can find a downside, tell me about it, because I just can’t.
In a small town in the
Suddenly, a rich tourist comes to town. He enters the towns only hotel, lays a 100 Dollar Bill on the reception counter as a deposit, and goes to inspect the rooms upstairs in order to pick one.
The hotel proprietor takes the 100 Dollar Bill and runs to pay his debt to the butcher.
The Butcher takes the 100 Dollar Bill, and runs to pay his debt to the pig farmer.
The pig farmer takes the 100 Dollar Bill, and runs to pay his debt to the supplier of his feed and fuel.
The supplier of feed and fuel takes the 100 Dollar Bill and runs to pay his debt to the town's prostitute that in these hard times, gave her “services” on credit.
The hooker runs to the hotel, and pays off her debt with the 100 Dollar Bill to the hotel proprietor to pay for the rooms that she rented when she brought her clients there.
The hotel proprietor then lays the 100 Dollar Bill back on the counter so that the rich tourist will not suspect anything.
At that moment, the rich tourist comes down after inspecting the rooms, and takes back his 100 Dollar Bill, saying that he did not like any of the rooms, and leaves town.
No one earned anything, however, the whole town is now without debt, and looks to the future with a lot of optimism.
And that, ladies and gentlemen,
is how the United States Government under President Barack Hussein Obama and the State of
—Russ Ciotta, Classic Properties, San Jose, CA
January Took new scarf back to store because it was too tight.
February Fired from pharmacy job for failing to print labels…Helllloooo!!! Bottles won't fit in printer !!!
March Got really excited...finished jigsaw puzzle in 6 months...box said “2-4 years!”
April Trapped on escalator for hours…power went out!!!
May Tried to make Kool-Aid...wrong instructions...8 cups of water won't fit into those little packets!!!
June Tried to go water skiing...couldn't find a lake with a slope.
July Lost breast stroke swimming competition. Learned later, the other swimmers cheated. They used their arms!!!
August Got locked out of my car in rain storm...car swamped because soft-top was open.
September The
capital of
October Hate M & M's...they are so hard to peel.
November Baked turkey for 4 1/2 days. Instructions said 1 hour per pound and I weigh 108!!
December Couldn't call 911...”Duh”...there's no “eleven” button on the stupid phone!!!
—barbara
Written By
To celebrate growing older, I once wrote the 45 lessons life taught me. It is the most-requested column I've ever written. My odometer rolled over to 90 in August, so here goes:
1. Life isn't fair, but it's still good.
2. When in doubt, just take the next small step.
3. Life is too short to waste time hating anyone.
4. Don't take yourself so seriously. No one else does.
5. Pay off your credit cards every month.
6. You don't have to win every argument. Agree to disagree.
7. Cry with someone. It's more healing than crying alone.
8. It's OK to get angry with God. He can take it.
9. Save for retirement starting with your first paycheck.
10. Love your parents because they will be gone before you
know it.
11. Make peace with your past so it won't screw up the present.
12. It's OK to let your children see you cry.
13. Don't compare your life to others'. You have no idea what their journey is all about.
14. If a relationship has to be a secret, you shouldn't be in it.
15. Everything can change in the blink of an eye. But don't worry; God never blinks.
16. Take a deep breath. It calms the mind.
17. Get rid of anything that isn't useful, beautiful or joyful.
18. Whatever doesn't kill you really does make you stronger.
19. It's never too late to have a happy childhood. But the second one is up to you and no one else.
20. When it comes to going after what you love in life, don't
take no for an answer.
21. Burn the candles, use the nice sheets, wear the fancy lingerie. Don't save it for a special occasion. Today is special.
22. Over prepare, then go with the flow.
23. Be eccentric now. Don't wait for old age to wear purple.
24. The most important sex organ is the brain.
25. No one is in charge of your happiness but you.
26. Frame every so-called disaster with these words: 'In five years, will this matter?’
27. Always choose life.
28. Forgive everyone everything.
29. What other people think of you is none of your business.
30. Time heals almost everything. Give time, time.
31. However good or bad a situation is, it will change.
32. Your job won't take care of you when you are sick. Your friends and parents will. Stay in touch.
33. Believe in miracles.
34. God loves you because of who God is, not because of anything you did or didn't do.
35. Don't audit life. Show up and make the most of it now.
36. Growing old beats the alternative—dying young.
37. Your children get only one childhood.
38. All that truly matters in the end is that you loved.
39. Get outside every day. Miracles are waiting everywhere.
40. If we all threw our problems in a pile and saw everyone else's,
we'd grab ours back.
41. Envy is a waste of time. You already have all you need.
42. The best is yet to come.
43. No matter how you feel, get up, dress up and show up.
44. Yield.
45. Life isn't tied with a bow
—Leo Parrish, Highland, MI
An economics professor at a local college made a statement that he had
never failed a single student before but had once failed an entire class.
That
particular class had insisted that socialism worked and that no one would be
poor and no one would be rich, a great equalizer.
The
professor then said, “OK, we will have an experiment in this class on
socialism. All grades will be averaged and everyone will receive the same grade
so no one will fail and no one will receive an A.”
After the
first test, the grades were averaged and everyone got a B.
The students
who studied hard were upset and the students who studied little were happy.
As the
second test rolled around, the students who studied little had studied even
less and the ones who studied hard decided they wanted a free ride too so they
studied little.
The second
test average was a D! No one was happy.
When the 3rd
test rolled around, the average was an F.
The scores
never increased as bickering, blame and name-calling all resulted in hard
feelings and no one would study for the benefit of anyone else.
All failed,
to their great surprise, and the professor told them that socialism would also
ultimately fail because when the reward is great, the effort to succeed is
great, but when government takes all the reward away, no one will try or want to succeed.
Lesson over...
—Bob Hughes, The Trasan Network, Murietta, CA
1. Pull your pants up. You look like an idiot.
2. Turn your cap around, your head ain't crooked.
3. Let's get this straight: it's called a 'gravel road'. I drive a pickup truck because I want to. No matter how slow you drive, you're gonna get dust on your Lexus. Drive it or get out of the way.
4. They are cattle. That's why they smell. They smell like money to us. Get over it. Don't like it? I-90 goes east and west, 395 & 97 goes north and south. Pick one.
5. So you have a $60,000 car. We're impressed. We have $250,000 combines that are driven only 3 weeks a year.
6. Every person in the Wild West waves. It's called being friendly. Try to understand the concept.
7. If that cell phone rings while a bunch of geese/pheasants/ducks/doves are comin' in during the hunts, we WILL shoot it outa your hand. You better hope you don't have it up to your ear at the time.
8. Yeah, we eat trout, salmon, deer and elk. If you really want sushi and caviar you can get them at the bait store on the corner.
9. The 'Opener' refers to the first day of deer season. It's a religious holiday held the closest Saturday to the first of November.
10. We open doors for women. That's applied to all women, regardless of age.
11. No, there's no 'vegetarian special' on the menu. Order steak, or you can order the Chef's Salad and pick off the 2 pounds of ham & turkey.
12. When we fill out a table, there are three main dishes:
meats, vegetables, and breads. We use three spices: salt, pepper, and ketchup!
Oh, yeah.... We don't care what you folks in
13. You bring 'Coke' into my house, it better be brown, wet and served over ice. You bring 'Mary Jane' into my house, she better be cute, know how to shoot, drive a truck, and have long hair.
15. Yeah, we have golf courses. But don't hit the water hazards—it spooks the fish.
16. Colleges? We have them all over. We have
17. We have more folks in the Army, Navy, Air Force, and Marines than all of you put together, so don't mess with us. If you do, you'll get whipped by the best.
18. Turn down that blasted car stereo! That thumpity-thump crap ain't music, anyway. We don't want to hear it anymore than we want to see your boxers! Refer back to #1!
—Allan Pintner, Valley View, OH
“The Constitution
only gives people the right to pursue happiness. You have to catch it yourself.”
—Ben Franklin
“Misquotations are
the only quotations that are never misquoted.”
—Hesketh Pearson
“What we do for
ourselves dies with us. What we do for others and the world remains and is
immortal.”
—Albert Pine
“It is inaccurate to
say that I hate everything. I am strongly in favor of common sense, common
honesty, and common decency. This makes me forever ineligible for public
office.”
—H. L. Mencken
“Discovery consists
of seeing what everybody has seen and thinking what nobody has thought.”
—Albert Szent-Gyorgyi de Nagyrapolt
“The marvel of all
history is the patience with which men and women submit to burdens
unnecessarily laid upon them by their governments.”
—William E. Borah
“When a man tells
you that he got rich through hard work, ask him: 'Whose?'“
—Don Marquis
“Always and never are two words you should always remember
never to use.”
—Wendell Johnson
“The trouble with
having an open mind, of course, is that people will insist on coming along and
trying to put things in it.”
—Terry Pratchett
“An inability to
stay quiet is one of the most conspicuous failings of mankind.”
—Walter Bagehot
“You don't get
anything clean without getting something else dirty.”
—Cecil Baxter
“A man thinks that
by mouthing hard words he understands hard things.”
—Herman Melville
“If there are two
ways of doing something—the easy way and the best way—most people will select
the easy way, even though it's hardly ever effective.”
—Robert Half
“Anyone who isn't
confused really doesn't understand the situation.”
—Edward R. Murrow
“If a man talks of
his misfortunes there is something in them that is not disagreeable to him; for
where there is nothing but pure misery there never is any recourse to the
mention of it.”
—Samuel Johnson
“Writing is like making love. Don't worry about the orgasm,
just concentrate on the process.”
—Isabel Allende
“How can you govern a country with two hundred and forty-six
varieties of cheeses?”
—Charles De Gaulle
“When it rains, why don't sheep shrink?”
—Steven Wright
|
|
|||
 |
|||