The blog posting of “You Are What We Eat” is a way to ask in a humorous manner “where are you spending your time?” As important as this question is, there is another important question to answer, “Over the long term what is your time producing.”
One of the most powerful, yet underutilized tools, in sales and marketing is tracking. By that I mean some form of measuring the success and failure of selling initiatives. In our world this practice begins and ends with measuring the number of sales calls, call backs, presentations and sales that are made. Successful selling is always driven by a systematic approach to tracking key indicators in the sales process.
Before we can begin any discussion about measuring sales indicators we have to talk a bit about setting sales targets and goals. If you are going to start tracking “what matters” you have to know “what matters”. In our business “what matters” is very basic. The number of sales alls is one thing that matters – yet we are not keeping track of this key stat as much as we should. Robert has asked for this data and it has not been forth coming.
Why?
Everyone is busy. I understand that. I do not doubt that everyone is working hard. However, hard work does no insure success. Working smart is “what matters.”
You probably have heard about the guy who while walking in the forest stopped and watched a lumberjack sawing on a big redwood tree. He watched with great interest for a half an hour as the lumberjack worked tirelessly away while sweat pours off of his body but there is hard any visible progress on falling the tree. Finally the observer suggests to the lumberjack that he might want to sharpen his saw. The lumberjack replies, “Sharpen my saw? Can’t you see I am too busy to sharpen my saw? I have this tree to cut down.”
Too often we are too busy sawing our own tree down to sharpen our saws.
Not measuring and analyzing the metrics in the sales process is the same thing as not sharpening our saws. This fatal error can lead to another type of Black Hole: The Sales Black Hole – mindless sales activity with no significant results.
Next up - the key to meaningful metrics.
Tuesday, September 9, 2008
Monday, September 8, 2008
We Are What We Eat
In my last blog posting I talked about reasons for sales activity being below our potential.
We Are What We Eat. That is what my mother always told me. This concept was recalled recently when I saw this cartoon.
After a two year visit to the United States, Michelangelo's David is returning to Italy ......
His Proud Sponsors were:
Not only did I get a chuckle out this cartoon but it got me thinking about how we become (professionally) what we spend our time doing.
Again, I return to my pet topic of “the Black Hole”. The Black Hole can be operations – being pulled into the office to work on operationally oriented issues. Are they important? Absolutely! Can these issues be resolved in other ways? Most likely.
Black Holes are administrative sales and marketing tasks. Are these important? Again, absolutely! Can these types of activities be managed differently? Most likely.
Black Holes are also ineffective sales and marketing activities. Splashing in the water is often mistaken for swimming. Sales activity that is simply about being in the field and working is not necessarily effective selling that will result in winning business. These types of Black Holes are the most deceptive of all Black Holes because they give the illusion of the doing the right things but in reality are just the opposite.
Are you already in or slowly being dragged into a Black Hole? If you have major responsibility for generating sales, ask yourself what percentage of your time was actually devoted to sales related activities vs. administration, operations and miscellaneous activities?
Can this situation be remedied? Absolutely? How? Check out my next blog posting to learn about how to get and stay out of the Black Hole.
We Are What We Eat. That is what my mother always told me. This concept was recalled recently when I saw this cartoon.
After a two year visit to the United States, Michelangelo's David is returning to Italy ......
His Proud Sponsors were:
Not only did I get a chuckle out this cartoon but it got me thinking about how we become (professionally) what we spend our time doing.Again, I return to my pet topic of “the Black Hole”. The Black Hole can be operations – being pulled into the office to work on operationally oriented issues. Are they important? Absolutely! Can these issues be resolved in other ways? Most likely.
Black Holes are administrative sales and marketing tasks. Are these important? Again, absolutely! Can these types of activities be managed differently? Most likely.
Black Holes are also ineffective sales and marketing activities. Splashing in the water is often mistaken for swimming. Sales activity that is simply about being in the field and working is not necessarily effective selling that will result in winning business. These types of Black Holes are the most deceptive of all Black Holes because they give the illusion of the doing the right things but in reality are just the opposite.
Are you already in or slowly being dragged into a Black Hole? If you have major responsibility for generating sales, ask yourself what percentage of your time was actually devoted to sales related activities vs. administration, operations and miscellaneous activities?
Can this situation be remedied? Absolutely? How? Check out my next blog posting to learn about how to get and stay out of the Black Hole.
Saturday, September 6, 2008
LabCorp Conference Call
You have been invited to attend an online meeting at eBLVD.com to discuss the LabCorp relationship. This call is in response to issues raised by franchisees in the region regarding billing and payment issues, referral business and how we need to proceed to make LabCorp a partner in providing testing services to their non-core client base, which just happens to be our core client base.
Do not miss this call.
Please call if you have questions. 864.607.0254
Meeting Details:
Name: LabCorp Conference Call
Scheduled: Tuesday, September 9, 2008 9:00 AM(GMT-08:00) Pacific Time (US & Canada)
Duration: 30 mins
Presenter: Tony Watersmailto:Waterstwaters@accudiagnostics.com 866.642.8378
Agenda: Building a partnership between LabCorp and AccuDiagnostics.
To attend this meeting: Click the "Attend Meeting" button
Follow the instructions provided on the web page
Call 712-580-7705 and enter Access Code: 316840
I have forwarded you an email from Tony, if you have not received a personal invitation, on the above information.
See you on the conference call.
Do not miss this call.
Please call if you have questions. 864.607.0254
Meeting Details:
Name: LabCorp Conference Call
Scheduled: Tuesday, September 9, 2008 9:00 AM(GMT-08:00) Pacific Time (US & Canada)
Duration: 30 mins
Presenter: Tony Watersmailto:Waterstwaters@accudiagnostics.com 866.642.8378
Agenda: Building a partnership between LabCorp and AccuDiagnostics.
To attend this meeting: Click the "Attend Meeting" button
Follow the instructions provided on the web page
Call 712-580-7705 and enter Access Code: 316840
I have forwarded you an email from Tony, if you have not received a personal invitation, on the above information.
See you on the conference call.
Friday, September 5, 2008
One Hundred and Counting
At 4:24 pm today, I received an email from Carol Hastings in Sacramento letting me know that they did 47 tests (collections and drug tests) today and 101 for the shorten Labor Day week.
The business came from a wide spectrum of clients including:
1. A local casino that is hiring. The Sacramento AccuDiagnostics location was selected to handle collections for the casino after their hiring manager made a surprise visit to take a drug test. This eventually resulted in AccuDiagnostics getting approved to do their collections.
2. Two different nursing home clients.
3. Two different staffing agencies clients.
4. Sacramento Fire, Police and Bomb Squad had a firemen come in for a DOT random drug test and a breathalyzer test.
In discussing this spurt of activity with Carol, I shared with her that I have seen this phenomenon happen numerous times. After months and months, and sometimes a year, of hard work magical things begin to happen - the tree begins to bear fruit.
The key is consistent, repeatable, at times tedious, and sustainable hard work. There is really no secret to this business. It is all about one client at a time, time after time, and before you know the slow dripping turns into a steady stream of business that eventually will become a flood of business.
Congratulations – Jeff and Carol.
Oh, by the way as all of this was going on Carol got a call informing her that Jeff was selected as the business person of the week by the Asian Chamber of Commerce. Way to go Jeff !!!!
Be sure to check the blog next week for a discussion on the quantity and quality of sales activity not being where it should be?
The business came from a wide spectrum of clients including:
1. A local casino that is hiring. The Sacramento AccuDiagnostics location was selected to handle collections for the casino after their hiring manager made a surprise visit to take a drug test. This eventually resulted in AccuDiagnostics getting approved to do their collections.
2. Two different nursing home clients.
3. Two different staffing agencies clients.
4. Sacramento Fire, Police and Bomb Squad had a firemen come in for a DOT random drug test and a breathalyzer test.
In discussing this spurt of activity with Carol, I shared with her that I have seen this phenomenon happen numerous times. After months and months, and sometimes a year, of hard work magical things begin to happen - the tree begins to bear fruit.
The key is consistent, repeatable, at times tedious, and sustainable hard work. There is really no secret to this business. It is all about one client at a time, time after time, and before you know the slow dripping turns into a steady stream of business that eventually will become a flood of business.
Congratulations – Jeff and Carol.
Oh, by the way as all of this was going on Carol got a call informing her that Jeff was selected as the business person of the week by the Asian Chamber of Commerce. Way to go Jeff !!!!
Be sure to check the blog next week for a discussion on the quantity and quality of sales activity not being where it should be?
Thursday, September 4, 2008
Basis Laws
Ted Williams, one of baseball’s greatest hitters, once said, “Show me 10 great hitters, and I’ll show you 10 different styles.” Selling is one area of the business world that can be done differently by everyone. True there are some basic principles involved in being successful in sales but each person that is involved in selling has their own style.
As I look around our region, the concepts of different styles is evident. Jeff Hastings has a different style than Bill Baumgartner who is different than Mike Mix or Doug Kimball. Jill Chionio has a unique style all her own. The point is we do not have to be the same or have identical styles. However, there are some key factors that are important in successful selling and without these components it is extremely rare that a person can be successful in building their business. What are some of these elements?
One of the basic laws in physics is Newton’s Third Law of Motion: For every action there is an equal and opposite reaction. I have a philosophy that I have evolved over the years which I call Storm’s Basic Law of Sales. This law states that the velocity of sales is directly proportionate to the input of qualified leads divided by the number of sales presentations. In other words, new business is irrevocably tied to the number sales presentations (loosely defined as any type of meeting, networking event or cold calls) made on a daily basis.
What I am observing in our region is that there is nowhere near the level of sales activity (new sales presentations as defined above) taking place that there should be. While I believe there is sales activity taking place I am fairly confident that there is not enough to achieve the potential sales curve that is possible.
What are the main factors in the quantity of sales activity not being where it should be?
Check out my next blog posting for the answer.
As I look around our region, the concepts of different styles is evident. Jeff Hastings has a different style than Bill Baumgartner who is different than Mike Mix or Doug Kimball. Jill Chionio has a unique style all her own. The point is we do not have to be the same or have identical styles. However, there are some key factors that are important in successful selling and without these components it is extremely rare that a person can be successful in building their business. What are some of these elements?
One of the basic laws in physics is Newton’s Third Law of Motion: For every action there is an equal and opposite reaction. I have a philosophy that I have evolved over the years which I call Storm’s Basic Law of Sales. This law states that the velocity of sales is directly proportionate to the input of qualified leads divided by the number of sales presentations. In other words, new business is irrevocably tied to the number sales presentations (loosely defined as any type of meeting, networking event or cold calls) made on a daily basis.
What I am observing in our region is that there is nowhere near the level of sales activity (new sales presentations as defined above) taking place that there should be. While I believe there is sales activity taking place I am fairly confident that there is not enough to achieve the potential sales curve that is possible.
What are the main factors in the quantity of sales activity not being where it should be?
Check out my next blog posting for the answer.
Wednesday, September 3, 2008
How to Handle Sales Tax
A question was recently raised about how to handle sales tax and what items we sell are taxable. The following is an outline of the issues related to sales tax and how sales tax related transactions should be handled.
Q: Are drug testing kits sold to clients taxable?
A: Retail sales of tangible personal property in California are generally subject to sales tax. Examples of tangible personal property include such items as furniture, giftware, toys, antiques, clothing, and in an AccuDiagnostics location, supplies, kits, equipment, etc. In addition, some service and labor costs are subject to sales tax if they result in the creation of tangible personal property.
In some instances, retailers must pay use tax, rather than sales tax, to the Board. The most common example of a purchase subject to the use tax is a purchase of an item for use in California from an out-of-state retailer. Out-of-state retailers who are engaged in business in this state are required to collect the use tax, whenever applicable, from the consumer at the time of making the sale.
The tax rate for sales and use taxes is the same.
Some sales and purchases are exempt from sales and use tax. Examples of exempt sales include, but not limited to, sales of certain food products for human consumption, sales to the U.S. Government, and sales of prescription medicine.
Q: If we sell kits or other supplies and accessories to a client, how should we handle sales tax?
A: Obtain the sales tax rate for your county and multiply this percentage amount x the items subject to sales tax and collect this amount from your client. The taxes collected from the sale of taxable items are NOT subject royalties or advertising fees.
Q: After I collect the taxes what do I do with them?
A: The money you collect for sales tax is NOT yours but is held in trust for the State of CA or NV. Our outsourced accountants will prepare and file a sales tax return with the State Board of Equalization at which time you remit the funds held in trust to the State.
Q: Do I need a sales tax permit?
A: Yes. Please contact the State Board of Equalization and file an application for a sales tax permit.
For future reference, this posting has been posted in the Q & A section under Operations in FranConnect.
Q: Are drug testing kits sold to clients taxable?
A: Retail sales of tangible personal property in California are generally subject to sales tax. Examples of tangible personal property include such items as furniture, giftware, toys, antiques, clothing, and in an AccuDiagnostics location, supplies, kits, equipment, etc. In addition, some service and labor costs are subject to sales tax if they result in the creation of tangible personal property.
In some instances, retailers must pay use tax, rather than sales tax, to the Board. The most common example of a purchase subject to the use tax is a purchase of an item for use in California from an out-of-state retailer. Out-of-state retailers who are engaged in business in this state are required to collect the use tax, whenever applicable, from the consumer at the time of making the sale.
The tax rate for sales and use taxes is the same.
Some sales and purchases are exempt from sales and use tax. Examples of exempt sales include, but not limited to, sales of certain food products for human consumption, sales to the U.S. Government, and sales of prescription medicine.
Q: If we sell kits or other supplies and accessories to a client, how should we handle sales tax?
A: Obtain the sales tax rate for your county and multiply this percentage amount x the items subject to sales tax and collect this amount from your client. The taxes collected from the sale of taxable items are NOT subject royalties or advertising fees.
Q: After I collect the taxes what do I do with them?
A: The money you collect for sales tax is NOT yours but is held in trust for the State of CA or NV. Our outsourced accountants will prepare and file a sales tax return with the State Board of Equalization at which time you remit the funds held in trust to the State.
Q: Do I need a sales tax permit?
A: Yes. Please contact the State Board of Equalization and file an application for a sales tax permit.
For future reference, this posting has been posted in the Q & A section under Operations in FranConnect.
Tuesday, September 2, 2008
D-Day - Tuesday, September 2nd
Amber, Your Google AdWord Specialist (GAWS), is ready for the official launch of oure Google AdWord campaign on Tuesday, September 2nd. Martinez, CA will launch upon official opening.
Here are some additional facts about the CAMPA AdWord program.
1. Each account has approximately 1275 keywords (and growing, not counting negative key words) that are set to prompt approximately 132 different display ads.
2. Each of your 1275 keywords are broken into different ad groups based on your services and are specifically designed to quickly show your potential customers that you actually offer the specific service they are seeking.
Example:
If your potential customer searches the term “urine drug testing”, only an ad that is within your “drug testing” ad group will be displayed.
Below is an example display ad that would be prompted by the search term “urine testing” (using Martinez as an example). This process takes place because the search term “urine testing” is a keyword within your “drug testing” ad group.
Onsite Drug Testing
Same day drug, alcohol and
background screens. Martinez, CA.
Local-Drug-Test.com/MartinezCA
Also, be aware that there are limits to the amount of text in every ad, and the display URL Local-Drug-Test.com/MartinezCA is only for display purposes, and will still direct your traffic to your individual landing pages.
3. Our GAWS has also combined important keywords with ads that describe more than one service in addition to very specific service ads.
For example Drug, Alcohol & Background screening will be one of the leading text displays. Potential visitors will know that you are an all-in-one service provider. Other ads will be prompted by your level of service and also by the customers you wish to attract such as “Same Day Drug Testing” and “Pre-Employment Screening”.
4. Since your services are location specific, the campaign is focused on getting the most local attention it can and guiding those seeking online services or products to the services each location provides. To accomplish our GAWS has placed the location city name strategically within every ad. This communicates that each location provides services out of a physical lab location.
The ad budget is set at low levels initially and then growing slowly as statistics are accumulated. There will be additional information posted frequently on the CAMPA Today blog.
Here are some additional facts about the CAMPA AdWord program.
1. Each account has approximately 1275 keywords (and growing, not counting negative key words) that are set to prompt approximately 132 different display ads.
2. Each of your 1275 keywords are broken into different ad groups based on your services and are specifically designed to quickly show your potential customers that you actually offer the specific service they are seeking.
Example:
If your potential customer searches the term “urine drug testing”, only an ad that is within your “drug testing” ad group will be displayed.
Below is an example display ad that would be prompted by the search term “urine testing” (using Martinez as an example). This process takes place because the search term “urine testing” is a keyword within your “drug testing” ad group.
Onsite Drug Testing
Same day drug, alcohol and
background screens. Martinez, CA.
Local-Drug-Test.com/MartinezCA
Also, be aware that there are limits to the amount of text in every ad, and the display URL Local-Drug-Test.com/MartinezCA is only for display purposes, and will still direct your traffic to your individual landing pages.
3. Our GAWS has also combined important keywords with ads that describe more than one service in addition to very specific service ads.
For example Drug, Alcohol & Background screening will be one of the leading text displays. Potential visitors will know that you are an all-in-one service provider. Other ads will be prompted by your level of service and also by the customers you wish to attract such as “Same Day Drug Testing” and “Pre-Employment Screening”.
4. Since your services are location specific, the campaign is focused on getting the most local attention it can and guiding those seeking online services or products to the services each location provides. To accomplish our GAWS has placed the location city name strategically within every ad. This communicates that each location provides services out of a physical lab location.
The ad budget is set at low levels initially and then growing slowly as statistics are accumulated. There will be additional information posted frequently on the CAMPA Today blog.
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