There is an added bonus in this book.  There is a brand new self-management methodology called OpenAgile. We have been testing OpenAgile in many sales teams with groups of managers and groups of salespersons.  The results have been impressive.   This new model of management that was developed in 2009 and is built upon a consultative philosophy. This type of management, OpenAgile, honors the individual and creates an environment where everyone has the opportunity to participate in the methods that lead to success. Management methods are evolving and the needs and attitudes of the salesperson are changing.  OpenAgile effectively responds to the changes in society, the marketplace and the needs of the individual.

We hope you enjoy the results of this effort.

Teams don’t plan to fail, they just fail to plan!

I thought I would share some ideas how you can begin to prepare your sales teams.  The objective is to be running hard in September and get good results in September.  Below are some steps you and they can take this month.

1. Focus all team members, managers and salespeople on prospecting. Develop a quick competition that would reward the salesperson who gains a number of prospective customers and the manager who gains a number of prospective candidates.

2. Prospecting Blitz nights - choose one night a week, for 4 weeks, where all managers and salespersons gather together and make a number of phone calls, to set up prospecting meetings.

3. Celebrate the gathering of names.  Maybe Pizza and coca cola.

4. Appointment Blitz nights - choose another night a week, for 4 weeks, where all managers and salespersons make a number of phone calls, to set up recruiting or sales appointments.

5. Celebrate the achievement of booked appointments.  Maybe bowling or sporting event.

The objective is to fill the recruiting and sales funnels with potential candidates or potential customers.

Sales Funnel - Prospecting for potential customers -> Approaches -> Appointments = New Sales

Recruiting Funnel - Prospecting for candidates -> Approaches -> Appointments = New Salespeople

I guarantee if you wait until September, you will not be impressed with the production achieved or the new hires.

I wish you luck.   Remember you, your managers and your salespeople only control activity, not results. August is the month you focus on activity!

If we can help in the fall, please let us know.  According to the feedback we have received, our seminars result in significant and improved activity and results.
James M Heidema
jimheidema@gmail.com
www.professionalsalesplus.com

They lead a sales team comprised of salespersons and managers who are broken into three groups. They are divided by the very successful (a few), the average (many) and finally the failing salespersons and managers (too many)! We call them A’s, B’s and C’s.

A - category salespersons/managers are doing most things they should be doing and are succeeding.

B - category salespersons/managers are working hard but not really succeeding yet!

C - category salespersons/managers have given up and have stopped working.

The leaders of these teams have limited budgets and limited time to find ways to add value, motivate, and support to these various categories of salespersons/managers. So where should they invest their limited budgets. As you would expect, we have an opinion.

First we recommend they spend nothing, no time or money on the C category salesperson or manager. It is too late. These persons have adopted a culture of failure.

Second, our feeling is that motivational trips or events only reward a limited number of people and often it is the same people each time. They are fun and I qualified for a number of these events as a salesperson, then as a manager. They did not have a lasting effect upon my effort or my results.

Third, we believe your A category individuals represent your present reality. The C category represent your past and the B category represent your future.

The top companies in the world, regardless of the industry, invest heavily in their future. How do they do that. They train for excellence. They focus on their B categories. Many of these B people can become A’s if they receive the right training, at the right time.

If I am a salesperson or manager on your team and I qualify for a trip or a special event, attend that event, then I probably have a good feeling about your company for a limited amount of time.

If I become even more successful as a manager or salesperson because you have provided ongoing and just-in-time training (I receive the right training at the right time in my career) then I will have a great feeling about your company for a long time.

We believe salespersons or managers who are well-trained and earn a great income, will produce and perform above your minimum requirements, stay with your company and add great value in the future.

We know the economy is weak at this moment, but we also know this is the best time to give your salespersons and managers the systems, processes and tools so they can survive and thrive in this economy.

Even though we are in tough times, choosing not to invest in training will lead to unacceptable results. We are currently working with companies who in previous years stopped training and are now losing far too many salespersons and managers and not meeting their sales objectives. The lack of on-going professional training does have dire consequences.

We, at Professional Sales Plus, can help for we have a solid track record of improving results in many companies around the world. Please contact us at jimheidema@gmail.com or titus.peride@gmail.com so we can begin the process.

If your salespersons or managers don’t survive, then neither will you or your company.

Currently I am working with a Canadian Insurance company that is using OpenAgile methodology within their organization. They have only used it for 4 weeks and the results are promising.

Just to remind you, Agile methodology came out of the IT environment and has been around for 15+ years. A company called Berteig Consulting, http://www.berteigconsulting.com/ further developed a methodology called OpenAgile.

This more recent version, OpenAgile, (about 18 months old) is much more suitable to any team in any organization. The principles are sound and the methods dramatically develop the capacity of the team to deliver valuable results.

I am currently coaching OpenAgile in two countries in Europe. These 7 teams are sales teams. Four are in traditional agency distribution systems and the the rest are in multi-level organizations. Their results have been significant, positive and impressive.

This method, like anything else, requires leaders, followers and teams to change their thinking. If you want more information go to http://www.openagile.com/

This event was emotionally, intellectually, spiritually and physically demanding. Jim traveled with an interpreter by the name of Adrian Iacobus. Jim and Adrian became great friends through this odyssey. Because of their efforts, they touched a large number of consultants and managers, and apparently inspired them. Following is the message Jim conveyed to all who would listen.

Many companies around the world found 2009 and the beginning of 2010 to be difficult and challenging. Consultants and managers were struggling to fill the gap between the customer’s rising expectations of our industry and their diminished trust in us. It is apparent that many consultants and managers around the world have walked away from the customer. They do not really listen to or problem-solve with the customer. Far too many have become product pushers rather than relationship managers.

Many consultants and managers do not touch the heart of the customer, show them a process that is focused on the customer or find the gap between where the customer is today and where they would like to be in the future. Therefore they struggle to be successful.

We (Adrian and I) observed and participated in a very deep and insightful look at the financial services industry. It was so apparent to us that there is a huge gap between what we offer, how we behave and what the customer expects from us. We tried to fill the gap by encouraging the consultants to think more about the customer and behave in a manner that brings them closer to customer. We must begin to repair the lack of trust they have in us. We gave the consultants and managers processes and tools to allow them to walk with the customer.

We realized this odyssey was truly a gift to us, although it was incredibly demanding. This experience raised our awareness of the reality that all financial services companies are facing as they try to survive and thrive in 2010. The information we learned and the experience we gained will allow us to add greater value to our existing and future clients all around the world.

This trip was a highlight of my 22+ years in the financial services business in Canada and around the world. The Romanians are wonderful people and they treated us with great kindness and courtesy. What an amazing experience. Our thanks to all of you that organized this trip and made it so successful.

As of March 11, 2010, we heard that productivity is up significantly and moral is at a all-time high in ING Romania.  Apparently we had a very positive effect. Wonderful news!

Book number 7 - The Passionate Sales Manager
Work is proceeding nicely on my seventh book - The Passionate Sales Manager.  This book is partly a revision of The Passionate Manager but is filled with a lot more information, systems, processes and tools to allow the sales manager to more effectively manage salespersons.  There is one chapter that should be of great value to the sales manager called OpenAgile©.  OpenAgile© is a copy written development system that creates an environment where teams dramatically improve their professionalism, productivity and profitability.  Those managers that adopt this methodology will quickly gain a competitive advantage in the marketplace.  As well, in this book we will help the new manager transition into management.  As you can tell I am excited about this new book.   We will publish in English, in March 2010.

OpenAgile Training
Professional Sales Plus is heavily promoting OpenAgile(TM) training in 2010.  We feel that a new development and management model is drastically needed in the Financial Services industry.  Over the past year we have been piloting the methodology in three different companies in 2 different countries.  The results have been outstanding and dramatic.  If you would like more information, please contact us.  We believe this methodology will sweep the industry.

We are part of the worldwide launching of a new management methodology called OpenAgile©.  OpenAgile© is a value delivery methodology.  It is an approach to doing work that is both practical and principled.  Anyone doing work that needs to be organized, effective and quality conscious can use OpenAgile©.  It enhances the ability of individuals, teams and organizations to deliver value to their stakeholders by developing human capacity, improving processes and, most importantly, encouraging rapid and deep learning.   Proven benefits include helping to increase the level of professionalism, productivity and profitability.  We know you will find OpenAgile© a useful, exciting and revolutionary approach to the development of your sales teams.

OpenAgile© is currently being used by two life insurance teams in Slovakia with excellent results and will be implemented in Romania this year.  We look forward to helping you to adopt this revolutionary new method of quickly developing your teams and meeting all your production goals.  Please feel free to contact us for more information and allow us to add great value to you and your organization in 2010.

Warm regards,

Titus E. Peride, VP Marketing

Professional Sales Plus, Inc.

For more information please visit http://openagile.com

For some reason each of us are struggling with how to make sense of two seemingly opposing thoughts or concepts. How can I be a good father and a good employee? Am I doing what is best for my team or what is in the best interest of the stakeholders? Can I focus on my needs instead of focusing on getting more money and benefits? Can’t I do both?

I believe that it is important to be aware of these challenges and try to find a way to make them co-exist. We need to find a way to make all the aspects of our lives to become one coherent life. I am an employee, a husband, a son, a team member, and so on. These are not opposing forces that have to be controlled or put away during various activities in my life. I will not go into “worker mode” and neglect my wife. I will not do what is best for my boss and leave my colleagues out to dry.

So go out there and find concepts that seem to oppose and find ways to make them coherent.

Good luck,
Paul Heidema

I know this is a busy time for you, as you prepare for a break over the Christian holidays, or just the break before the new year. For some of you, life is demanding as you seek the ‘perfect’ gift for your loved ones. Also for many of you, this is a period when you are rushed to finish all your 2009 projects and prepare/plan for 2010. Life is hectic and messy.

Fortunately Bonnie and I do not need to buy the gifts as we do not celebrate Christmas, so therefore we avoid the rush for gifts and all the running around. We do focus on spending time with our family and friends. This year Chris (son) & Leili and Paul (son) & Laila will be home over the holidays. Unfortunately Karin (daughter), Kelly, Miranda and Kendra will not be visiting. We will miss them.

What I like most about this period of the year, it is a time when I can reflect on the past year. Not necessarily about my business which is surviving, thank you God! But I reflect about me. I take time to evaluate my character, qualities, strengths and weaknesses. I am blessed for I feel I have grown in the past year. I think in some areas of my life I am a better person. Don’t get me wrong I am not perfect, I am still under construction as a human being.

What has made me a better person? You have! Whether you are an old friend or a new one. I am so happy you are in my life. We are human beings and to be human, we need interaction with one another. I don’t mean casual or impersonal interaction. I want meaningful interaction. I am thoroughly happy when I have the opportunity to interact with you via e-mail, chat, twitter, verbally or personally face-to-face.

I am going to work hard in 2010 to increase the frequency and quality of my interactions with you. I thank God for who you are and that you are in my life. The nature of our friendship should not be measured by quantity (number of times we interact) but by the quality of our interaction.

I wish you continued good health, surrounded by love, joy and happiness in your heart and soul.

All the best in 2010!

Warmest regards,
Jim