Traveling/Working in Turkey
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This presentation is based on five trips to Turkey which I traveled to and worked in over many years providing vehicle sales and sales management training.
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The document summarizes a study of companies that had an IPO in 1980 and achieved $1 billion in sales. It found that: 1) One in 20 private companies submitted an IPO, with average initial sales of $170 million; 2) Of those that submitted an IPO, one in 20 reached $1 billion in sales, which is one in 400 companies overall; 3) Only 387 of the 7,454 companies studied (5%) achieved $1 billion in sales.
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This is the second part of two presentations. This one get more detailed on supply chain which has gone global.
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Review the suggestions and decide what would be most helpful for you. Then, prepare and action plan using a Gantt chart with activity start and finish targets. Some could take just a few months, others years. In any case, they will get your company moving in the right direction.
These ideas have turned many struggling organizations. I hope they generate some ideas as to what can be done.
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When I was giving sales training I found it difficult to get sales people to follow an active selling process to generate more sales when times were good. They simply didn’t have to work that heard. When a recession came, they had to get more active, as the customers where no longer just walking in and placing orders. That is when my seminars were the most fun and effective. Therefore, I LOVE RECESSIONS. There are methods for businesses to be very successful in recessions, so I am not alone in loving them. Have a look at this presentation that others have followed. These are just a few of the effective things you can do during economy downturns. They can even be quite enjoyable. I found them to be.
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Working in West Africa
West Africa is a region rich in natural resources from oil, to diamonds, to gold and a wide range of agricultural products. Unfortunately, it has a reputation for being the center of the slave trade in the 1600's to 1800's. The region is both English and French speaking. I traveled through that region many time, mostly to Ghana which is English speaking. Here are some slides of my vehicle training work in that region.
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East Africa is where us humans originally came from. It is also where coffee was first discovered. I also has a wealth of natural resources. When I traveled through there, I found it the game park center of the world. I loved my business trips there not only for the beautiful animals and scenery but the people and cultures there as well. Have a look.
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Between the 1990's and early 2000, I traveled and working in Northern Africa. I felt that that region was more like the Middle East than Africa though. I'd been to Morocco several times, one time to Tunisia and many times to Egypt. It is a region rich in natural resources which it is why it is so important for industrialized countries. Have a look at these slide to give you a feeling for the region. The region has politically greatly than when I was there though. I found wonderful people there.
Importance of International Travel
Ron took his first trip abroad in 1972, traveling from Israel to Europe. He visited several major cities, including a city known for classical music, German-speaking cities where he used English, and a French wine region. The trip ended with a visit to Waterloo, where Napoleon was defeated, before returning from his first journey through Israel and Europe.
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The document provides guidance on developing an active sales force through effective management of the selling process. It discusses the responsibilities of sales managers in ensuring salespeople know what to do, how to do it, and creating an environment where they can focus on selling. The document also covers organizing and recruiting the right salespeople, including interviewing, evaluating candidates, and creating job descriptions. It emphasizes the importance of training salespeople on products, selling processes, and conducting field training with managers. The overall message is that managing the selling process and developing salespeople is key to achieving sales volume and market coverage goals.
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In the first business management class I took in California in the late 1960's, the professor said that a manager can delegate authority but can never delegate responsibility. The manager always remains responsible. I think that is still true today and is still something many managers don’t fully understand.
We all know organization charts where the president is at the top. He develops company objectives and passes them down to department managers. The department managers then pass assignments down to the staff in their departments. That is the normal flow.
Imagine taking that organization chart and turning it upside down, where the president is at the bottom. He must provide support up to all department managers, so they can successfully achieve their objectives. Also, the department managers must support their staff in achieving each task assigned. This support is often forgotten. Have a look at this presentation I prepared on this subject. It is so often forgotten.
Changing Company or Personal Habits
How often have you desired to change a bad habit, but could not? Whether personal or within whole organizations, habits form. How do we change them? In organizations, how can you change the environment to encourage habit modification? After studing this, I have learned it all comes down to desire and identifying and modifying "triggers". If you analyze the environment in which a habit occurs you can put in an advance strategy to change it when the urge comes. I have successfully made changes using the advice in this presentation. I hope it gives you ideas too.
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Although my background is in sales, sales training and marketing, I have been influenced by production processes in two ways. One is fighting for deliveries for my customers. Another was working on a production set-up project in China for a customer several years ago. Through those experiences, I learned a great deal about process efficiencies and prepared material on it in this presentation. Have a look at it. Maybe there are some ideas in it that would be helpful in our processes.
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This is the second part of a 2-part presentation. Just like the first part, it offers suggestions to help a declining company survive, even if it is in a declining industry. You might find what I call a good competitor and bad competitor interesting with the attitudes as to what is correct and not correct behavior in the US Presidential election (slides 24-28). Armed with knowing which your competitors are, you can plan your strategies. Also, looking at your supply chain, exploring where you should find partners is interesting. I hope they get you thinking.
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If you see no future in your company or industry, I might be helpful. I have run into this problem in the past and researched what could be done. I found activities and strategies that could be helpful. I learned so much that one presentation would overwhelm anyone. Therefore, I prepared the presentation in two parts on this subject. Have a look at this presentation. It is the first of two. I’ll upload the second part in a week or two.
Review the suggestions and decide what would be most helpful for you. Then, prepare and action plan using a Gantt chart with activity start and finish targets. Some could take just a few months, others years. In any case, they will get your company moving in the right direction.
These ideas have turned many struggling organizations. I hope they generate some ideas as to what can be done.
I LOVE RECESSIONS
When I was giving sales training I found it difficult to get sales people to follow an active selling process to generate more sales when times were good. They simply didn’t have to work that heard. When a recession came, they had to get more active, as the customers where no longer just walking in and placing orders. That is when my seminars were the most fun and effective. Therefore, I LOVE RECESSIONS. There are methods for businesses to be very successful in recessions, so I am not alone in loving them. Have a look at this presentation that others have followed. These are just a few of the effective things you can do during economy downturns. They can even be quite enjoyable. I found them to be.
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Japanese people have often told me they don't communication very well globally, particularly in English. Also, when I was giving overseas sales seminars, I noticed that communication was a problem, as many of the sales people did not have much education, and to make things worse, their first language was not English. Therefore, I used a lot of visual aids in all of my presentations. I have noticed my global communications have improved greatly as well. I studied how to be more persuasive global through these visual aids and prepared suggestions on it. Have a look at this presentation. It my benefit you as well.
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