Published on: 14 April 2019
Last Updated on: 15 July 2024
Salespersons are of two kinds- there are those who are smart enough to sell themselves and are charmers. Then there are those who know how to sell products and services. They might not be presentable enough, but they do know their business. Employers are often tempted to hire people with pleasing personalities, rather than people, who know how to do their job.
While it’s always important to be polite, sometimes these basic niceties can get in the way of sales – it might even prevent people from closing sales. Feeling too pushy to pull the trigger will no doubt affect performance negatively. This kind of occurrence is called “Yielder Call Reluctance.” The first step in overcoming Yielder Call Reluctance is to understand what it is and how it could be affecting you. The following criteria may help you determine if you are too nice to close the deal:
You are fearful of bothering people unless you’re given an explicit “ok” to talk brass tax
You are afraid of being too pushy, intrusive, or manipulative while talking to a client or potential client
You are afraid to incite conflict while talking about a sale and its specifics
You are taking clients out for dinners and lunches, as well as other lavish outings, but you aren’t breaking even or haven’t actually made a big sale yet
You have a number of relationships with clients set out, but your production goals have not been met
If you answered “Yes” to three or more of the above questions, you may be suffering from Yielder Sales Call Reluctance.
It’s important to raise it to the attention of the employee or candidate in question because a lot of people simply are not aware of their own awkward dispositions or they are trying too hard to be pleasant and gregarious.
By taking them aside and letting them know about what their actual role is, you can help them take the first step towards making the necessary adjustments. This will also help them when it is time to interact with customers.
If you want to see someone in action, you should always try one small trick. Try and listen to their phone calls. One of the best things about listening to a representative’s call is figuring out whether he is trying too hard to be nice and approachable. You should also ask them to assess or evaluate their performance for themselves. Always remember, self-learning is the best form of learning.
Once the problem has been identified and the sales representative has narrowed down the issue at hand, it is your task as a sales manager to coach and changes their professional behavior. This is the stage where you provide your representatives with useful coaching, tips, self-practicing scripts, and sort their approach.
In short, a candidate with too much potential for phony small talk and feigned joviality can help tell you how to spot an unsuitable sales candidate quickly and efficiently.
After the entire process has been completed- reviewing, coaching, and on-field practice, you need to do a final assessment. This can involve listening to the representative talk over the phone with a client. It can also involve seeing them in action on the floor of the store.
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Sales growth in e-commerce is good. But as the business expands, it becomes increasingly difficult for warehouse managers to track large volumes of goods.
Products can get lost, deteriorate or, conversely, take up extra space. In order to restore order and have time to respond to customer requests on demand, warehouses turn to IoT devices.
Let's look at how the Internet of Things simplifies inventory control and revolutionizes warehouse management.
Inventory management means coordinating and controlling the movement of goods in a warehouse:
getting new products;
their movements around the warehouse;
storage of products;
return of units;
SKU extension;
checking the rack code and so on.
It is often impossible to fit such volumes of information into spreadsheets, besides it is not very convenient. Therefore, enterprises buy IoT solutions for warehouse management in order to work efficiently.
IoT solutions for enterprises
IoT devices automate warehouse processes and reduce labor costs.
This can be done by implementing the following technologies:
Drones
It is not easy to move around a large warehouse to describe the location of goods and climb the stairs to high shelves. In addition, it takes a lot of time to search.
Amazon has long had an army of 200,000 robots working in warehouses with humans for better drone management delivery systems. They saved people from having to walk 10-20 miles a day on a concrete floor and helped the company store 40% more inventory. They also increased the average productivity of the assembler to 100 units per day, and managers plan to increase these figures by 3-4 times.
Robots
Industry and warehouses are priority places where global robotization is unfolding. According to recent reports, the warehouse robotics market is steadily growing by 15.26% per year and will reach $9.5 million by 2026.
Amazon has long had an army of 200,000 robots working in warehouses with humans. They saved people from having to walk 10-20 miles a day on a concrete floor and helped the company store 40% more inventory. They also increased the average productivity of the assembler to 100 units per day, and managers plan to increase these figures by 3-4 times.
Radio frequency identification tags
Radio Frequency Identification (RFID) tags can be embedded in IoT devices. These tags store much more data than traditional barcodes. They can be used to scan up to 200 tags at a time.
The received inventory information is stored in the cloud platform, automatically processed, and analyzed. The expiration date, serial numbers, sizes, manufacturers, and other product information do not need to be entered manually on the panel.
Voice selection systems
Warehouse workers can use IoT devices to increase the efficiency of operations. For example, voice systems allow you to work without the help of hands, giving instructions and directing workers through their list of orders.
Sensors
Connected devices are able to track the productivity of warehouse workers using speed, motion, and GPS sensors. Managers also better control the goods in the warehouse by measuring humidity, temperature, and other characteristics that can spoil the products.
DHL has implemented similar innovations in its warehouses. The company uses smart glasses, robots, drones, a digital twin, and other technologies. The IoT increases warehouse security, tracks the location of goods, and predicts weather changes and possible equipment failures or breakdowns. Up to the point that the warehousing of goods begins 30 minutes after receipt, and outgoing goods are ready for shipment in 95 minutes.
Problems that IoT solves
The main problem of warehouse management is manual work. Working with their hands, employees perform operations more slowly, with a higher probability of errors and damage to inventory. IoT solutions for enterprises simplify the following management and work tasks:
Product search
Imagine that the manager has a warehouse of several floors at his/her disposal. How to track where a particular product is located? Or how to avoid a situation when an employee wants to pick up a product from the right place, but it is not there?
You will have to spend time correcting errors and searching for the goods, which will delay the shipment. To avoid such problems, it is worth using IoT and the best warehouse management system, which automates registration and data tracking.
Movement of goods
Any movement of the goods must be recorded by the manager. At the same time, he/she needs to know how many units are arriving and how many are leaving. It's hard to keep track of the exact numbers, but with IoT solutions for business, it becomes easier.
Thus, reporting will not be such a difficult task. In addition, connected device analytics will tell you which products will increase demand in the near future.
Use of storage areas
In the warehouse business, it is important not only to accept goods but also to place them efficiently. Then it will be convenient for employees to pick up goods from the shelves, and they will do their job without delay. If you configure the storage system manually, you can repeatedly make mistakes and redo the layout. With IoT, this is done quickly and with minimal effort.
Warehouse equipment maintenance
Any equipment breakdown can lead to downtime, which distributors do not like. IoT devices for enterprises are able to monitor the status of equipment and warn about possible failures. Thus, managers will be able to prepare spare equipment in advance, avoid downtime, save money, and preserve their reputation.
Storage of goods
It is extremely important that during the storage period in the warehouse and during its delivery to consumers, the goods do not deteriorate. According to the latest data, about 11% of products die during transportation due to the fact that managers did not provide proper conditions for their storage.
It is necessary to maintain the desired temperature and humidity so that the product can be brought to the endpoint and sold. IoT devices are able to control environmental parameters, saving goods from deterioration.
Advantages of using IoT
And now let's take a deeper look at the advantages of the Internet of Things, supporting them with figures.
Saving on salaries
An average warehouse with a hundred employees can allocate about $3.7 million a year for wages. This amount is approximately 65% of the operating budget.
With the help of the IoT, employees sort goods on shelves faster, in addition, they search for goods, check equipment and perform other tasks more efficiently. Automation brings great money savings.
Better use of the warehouse
The average warehouse area is 16,400 feet. This is a huge space where you need to conveniently and appropriately arrange products. However, overloading and improper distribution of goods can lead to traffic jams and delays on the roads.
You have to move inventory or take it out, which takes time and labor.
With the help of the IoT, you can place more goods in the same area, so that it is convenient to find empty seats and later fill them with new goods. Automated storage and search systems are able to increase the accuracy of orders by up to 99%.
Taking into account the fact that rents are growing and will not stop growing in the future, rational use of space is a matter of saving and making a profit.
Information support
The number of goods is growing, and slow goods are taking the place of strategically important products. Less relevant products stay in stock longer and require placement, which increases the rental cost.
Not all warehouses have an adequate information support system. In other words, managers have no idea what the supply and demand in the market are. IoT analytics provides information about the state of the market so that managers can rationally manage purchases and plan other operations based on inventory.
IoT devices for enterprises give managers the opportunity to cover large warehouse work, put it in order, automate, and speed up.
Andersen will help implement the warehouse management system software and automate important operations. If you are ready to save time and resources with the help of new digital technologies, contact our team for a private consultation.
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If the next goal of your retail construction business is to build a shopping center at a strategic location, the first key step is to find the right site where it’s economically, geographically and environmentally viable to build a shopping mall.
The planning and construction of a shopping center are way different from that of local markets or of store clusters. The selection of land itself is a lengthy process, from shortlisting possible locations to getting government approvals to begin construction. The location, the scale of the project and the size of the shopping mall are key determinants in the site selection process.
Moreover, when a developer chooses a site for a shopping mall, it must be a place that will receive high footfall, will have ample parking space, should be convenient to visit and should house the brands that can pull traffic. A shopping center is, therefore, a full package that doesn’t just offer products that people would like to purchase, but also an ambiance that will make the experience comfortable, hassle-free and weatherproof for visitors. If you’re an investor, developer or builder scouting locations to build a new shopping center, here are a few key factors that should guide your decision.
Base your decision on stringent selection criteria :
Building a new shopping center is a big investment and should get you maximum ROI in record time. However, reality often differs widely from projections made during the planning phase. Therefore, site selection for a shopping mall must be done after taking into account several key parameters such as accessibility, availability of local transport, road infrastructure around the location, traffic around the site, size and construction-readiness of the site, and scope of expansion.
Other key factors that should drive your site selection research are the topography of the area, the shape of the land, and survey-backed data regarding potential footfall and present and future competition.
Lastly, the catchment area should be studied in-depth to understand the demographics and spending habits of the population expected to be your future customers.
Be prepared to face the challenges in site selection :
Sometimes, finding a site for a new retail project takes only a few weeks, and at other times the process may stretch into months. The key challenges faced by builders and developers in finding an ideal location include land acquisition cost (land near the city center or in prime locations tends to be way more expensive than in other areas); availability of land for commercial projects near densely populated areas; getting the required environmental clearances and government approvals; and, lastly, the public infrastructure around the site.
A site that meets only some of these selection challenges may not be worth pursuing, as the success of a shopping center will depend on the footfall it attracts, which itself depends on several factors. So shopping plaza location should be finalized only if it will give its investors and retailers a handsome return on investment.
Use technology to find the best sites :
The most successful global retail chains rely on technology to help them find suitable locations for opening new stores worldwide. Using massive amounts of big data and cutting-edge mapping systems, companies are using technology to find profitable sites across the world. Expansion and investment decisions are increasingly being taken based on location- and demographics-based data provided by specialty software programs and applications.
If so far you’ve relied on physical research to scout locations for retail projects along with limited use of technology, it’s time to go all out into the fantastic realm of big data and digital mapping software to build your next retail success story.
Contact a digital map provider, such as promap.co.uk to get a detailed map of the town or district or street you’ve shortlisted as an ideal site for your next retail construction project. The various types of digital mapping services available with Promap offer invaluable and in-depth information that is employed by developers and architects for site identification, risk analysis, feasibility, planning application, and environmental and geological analysis of a location before proceeding to the planning and design phases.
Lastly, market research is a key aspect of retail construction as it helps developers derive accurate projections in terms of present and long-term viability of the project. Once the site is selected, a detailed demand/supply study must be carried out, taking into account the lifestyle and spending power of the catchment area. This will help you determine which retail businesses are more likely to drive traffic to the shopping center.
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Operations management is an in-demand career with lots of opportunities for growth and promotion. Here are some of the opportunities you may qualify for.
Production
A production manager is in charge of assessing inputs and outputs. This means ensuring that employees have what they need to perform their job as efficiently as possible. This can include implementing training programs. In addition, production managers look for problems in manufacturing processes and supply chains and work to create solutions to solve them.
For example, discovering that a comparable product essential to the manufacturing process can be acquired for less cost from an alternative supplier will lead to a higher profit potential for the company.
Financial
As a financial operations manager, you will work closely with the chief operations officer to help your company form a solid financial plan. You are in charge of making sure that money is spent wisely and implementing cost-cutting measures when it makes sense to do so.
Resource
Resource managers work with all the departments within a company to ensure things are running smoothly and creating a profitable portfolio. This includes working with your company's financial, technical, and human resources departments.
A large part of the role facilitates communication and teamwork between all departments. You will work to ensure that employees feel cared for and feel they have a voice in the day-to-day operations. Team morale is important to the success of any company.
What do I need to do to get started as an operations manager?
Operations managers need to have a good understanding of all aspects of the business world, especially in administration. A bachelor's degree in a business or economic field is typically the bare minimum for applying for management-level jobs. Those with a Master in Operations Management are often favored for top management positions.
Achieving a master's degree online from an institution such as Kettering University Online is a way to keep working while getting the advanced degree that will offer you the highest salary and better career opportunities.
Operations managers have excellent salaries and job security
Operation management is an important position at a company. It takes a lot of attention to detail and knowledge to be a good manager, so it is no surprise that these positions pay well.
With more businesses opening or expanding every day, the demand for those with the skills required to manage and lead is set to keep growing. Managers also tend to keep their jobs even if some layoffs have to occur for a company to succeed.
Conclusion
There are many opportunities for career advancement in operations management. There is no better time if you are considering an advanced degree in a business-related field.
Even if you are just working on a bachelor's, it is essential to understand that you can simultaneously pursue an advanced degree. Gaining valuable business experience during the day and going to school online in the evening is an excellent way to put your career on the fast track.
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