Being Bad in Vegas

Dear Ken Keller,

This is trade show season for my company. We have a major show every couple of weeks and these are important to our business. I thought everyone knew this, but at the last show, held in Las Vegas, I had some issues I need some advice on.

I had people showing up late in the morning, looking like they had just gotten in from the night before. I had customers showing up in the booth looking for my employees ...

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He didn’t even call in

Dear Ken Keller:

We do a lot of purchasing from companies and they offer us incentives. Sometimes these things come in the way of a rebate check, and we have been offered trips and hotel stays too. I have always asked that the supplier provide us with checks in lieu of the travel because I want to put the money earned back into the company.

I avoid the so-called freebies like lunches, dinners, weekend trips, and other events because I want our ...

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How can my sales people be more productive?

Dear Ken Keller:

You’ve written from time to time as to how an owner can have a more productive sales team and achieve better results with them. Would you please sum up your thoughts as I have misplaced those columns? Thank you. – Tony H.

 

Dear Tony,

Let me share some facts with you and then provide some prescriptive measures to address your question.

The average salesperson does not make the first sales call before 11 am.

The typical salesperson spends 71 percent of his ...

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He has too much time on his hands

Dear Ken Keller:

I’m not an owner of a business, but I work for one. I’ve been employed by my boss at his company for many years. The recession hit us hard and lower cost competition has since taken away a lot of business. But we survived and are doing okay now.

My boss just doesn’t seem all that interested in his business anymore. He has some other interests that take up some of his time, and when he does come into ...

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