Many people, including some in the sales profession, believe that sales training is a waste of time and money. A popular belief is that sales people are born to sell, and that an individual either “has it” or they don’t, and nothing can be done to change it.
How much time do the employees in YOUR company actually work? The big complaint in the auto industry was employees getting way too much money, for way too little work. Do you have people who spend more time standing around vs actually working? Are they really working or enjoying each others company on company time? Do they damage your equipment or cause losses because they are goofing off or not paying attention to what they are doing?
If adding to your payroll isn’t an option at this time you might consider hiring a consultant to help out with those new projects and systems. By using a consultant you get those things done that you do not presently have the skills for without having the cost burden of a full time employee. When your project is complete you will not have to try and find ways to keep them busy nor do you need to pay unemployment, etc. So use your excess time wisely and turn what seems to be a bad thing into a good one.
When I mention the word ‘Ball’ a thought forms in your head. Is it a baseball, soccer ball, golf ball, etc… Then there are memories that shape your opinion about that ball. Are you recalling that old injury or the love of the game? The affect of using the word Six Sigma is similar to the Pavlov’s Dogs experiment. Once someone has had a negative experience with it, they will tune out anyone that preaches the advantages. For instance, to a front line employee it may be just another management fad that has to be mitigated to protect how things are really done. Six Sigma means something different to everybody.
If you prescribe to the “tubulares lean” ideals, you know time management is essential. Poor time management or misused time management cost you money. Ex: $20.00 hourly employee(skilled trade) taking 30 minutes each day to sweep. At the end of the year, that employee cost you $2400.00 for sweeping, instead of using that same time to use his skill to make you money. The same job done by an $8.00 hourly employee whose standard job is labor, cost $960.00. Which is more cost effective? What if you have 10 employees making $20.00 sweeping? You tell me.
Sales calls can be made any time. Many sales reps actually believe sales calls can only be made after 9:00 or before 3:00. The professional knows someone prefers 7:00 a.m. and others work evenings. Professionals find people to see them for a full day every day.
At first, I wasn’t excited about having to spend a day off touring a Siemens plant, but I really enjoyed the plant tour and I found it very interesting. I have seen the Siemens name around, but I never really knew what service they provided or what products they produced. It was very interesting to see the various products that they assemble and how well they have things organized. I was very impressed with Siemens and I found the tour to be very educational. It was great to see some of the concepts used in class used out in a real world environment.