May 3, 2024

You’re the Boss Blog: Welcome to the Life of a Sales Consultant

Robert Waks: Jessica Kourkounis for The New York Times Robert Waks: “This is very common with business leaders.”

Staying Alive

The struggles of a business trying to survive.

We’ve just published a condensed version of Paul Downs’s series about his sales problems last year. As you may recall, sales of Mr. Downs’s custom conference tables took a catastrophic fall in the spring. Things were so bad that he even considered laying off employees.

Instead, he took two actions. First, he reworked his Google AdWords campaign, a process he wrote about last fall. And then he hired a sales consultant, Robert Waks, to review the company’s sales processes and see what could be improved. You can read Mr. Downs’s article to learn more about how that worked out, but we also thought it would be interesting to get Mr. Waks’s perspective on the experience, especially Mr. Downs’s decision not to renew Mr. Waks’s contract.

In business for more than 20 years, Mr. Waks, 51, runs a sales consulting firm based outside of Philadelphia that has eight employees. It specializes in working with small and midsize businesses. The following conversation has been condensed and edited.

In his posts, Paul was open about his discomfort with the whole notion of selling. He even made reference to sensing “snake oil” in the room when he first met with you. What did you make of that?

So, I would say to him that, No. 1, listen, he’s dealing with the best when he’s dealing with me. I would say this comfortably and confidently, that he’s dealing with a sales killer, someone who is extremely skilled at converting opportunities into closure. What I would disagree with him on is the snake oil — I  don’t even know what he meant by that. But to me, snake oil is pitching product at you, and that’s not at all what happened. I was focused on his issues, his concerns, his problems, his pain. There wasn’t even a sale that occurred in the first meeting. In fact, I told Paul why he might not be a good candidate for me.

Why did you say that?

One of the reasons is because Paul is the guru there, the expert. Even in our initial meeting, he was trying to impress me with some of what he was doing even though some of it didn’t make sense. I told Paul, maybe you don’t even want a coach.

Do you find that small-business owners can be stubborn?

There were more than a couple of times where I would make a suggestion to Paul or his team and Paul would too quickly shut it down and say that doesn’t work in our world, even though I know it does. Once again, this is very common with business leaders.

Were Paul’s issues unusual?

It’s something I see all of the time — small- to midsized business owners are our sweet spot. A lot of times we work with a business owner who started the business, who has lived the business and who is passionate about it. Man, when Paul gets on that phone and talks to a client, he can close that sale. The problem is, he doesn’t really know how he does it. He can’t teach or coach someone how to do it. When companies start to grow, they have a hard time replicating that success.

What do you suggest?

Being a sales manager is a tough job. Most business owners fall into that position by default. At a company of Paul’s size, you don’t really need a full-time sales manager. Paul has significantly enhanced his skills, and he knows what he has to do, but his commitment and his passion is not to be a sales manager.

We tested his whole sales team — his sales team really are not sales people. He hired guys that were really good in the wood-working area and have some decent people skills and brought them into sales. When we assessed them, they assessed lower than what I would hope for. But we still had good results. In the heat of battle, people don’t always do what they are supposed to do. When I stay involved in the relationship, they continue to execute much more consistently than if I go away.

Were you surprised he didn’t renew your contract?

Yes. I can’t tell you how many times he said to me, “Man, I owe you. You helped turn the business around.” I got him the results he was looking for, and he did not renew. Welcome to the life of a consultant. But who knows, that may still happen. Paul and I had a very comfortable, warm relationship.

Article source: http://boss.blogs.nytimes.com/2013/07/17/was-the-sales-consultant-surprised-to-not-be-renewed/?partner=rss&emc=rss

You’re the Boss Blog: How to Run a Small Business

Once again, here at You’re the Boss, we spent the year in the small-business trenches. Unlike some publications, we don’t emphasize the stories of rock star entrepreneurs who never seem to struggle; instead, we emphasize the struggle.

Our journalists look for issues and trends that small businesses need to understand. And our bloggers – most of whom actually own and run businesses – write about their experiences on the front lines. They share the ups and downs, what’s working and what’s not, the lessons learned. And along the way, they benefit from the feedback of some of the smartest small-business readers around.

While a year of tough economic conditions and nasty politics produced some lowlights, here at You’re the Boss we had lots of highlights. A sampling:

Jay Goltz wrote about how to diagnose what’s wrong with your business. And the one task he can’t seem to delegate. And his moving conversation with the owner of a start-up who was trying to decide whether to give up. And his reaction to a commenter who said she was satisfied being a mediocre employee. And whether good bosses have to be cutthroat. And why it’s silly not to check references.

Paul Downs wrote about his desperate struggle to figure out what went wrong with his Google Adwords campaign. And why he’s looking for a new bank. And the mechanics of firing people. And trying to make an especially difficult customer happy. And how much money he takes out of his business. And how he decides how much to pay his employees.

Jessica Bruder wrote about how small businesses are using services like Fiverr, Yext, and TaskRabbit. And why a fast-growing flower business won’t hire anyone who has experience in the flower industry. And a Harvard professor’s theories on why start-ups fail.

Bruce Buschel wrote about his endless efforts to collect on his insurance claims. And a surprise offer from a generous gentleman.

Melinda F. Emerson wrote about a diner that has mastered social media. And how a business can struggle to make social media work. And how you can use social media to test an idea before you try to sell it.

Adriana Gardella wrote about the struggles of her She Owns It business group, including: one owner’s plans to redesign her Web site, the technologies that got the owners through Hurricane Sandy, one owner’s attempts to improve her business’s tag line, the perceptions that woman- and minority-owned businesses battle, why it’s so hard to find good job candidates, how the owners have been trying to make sense of health care.

Ami Kassar wrote about grading banks on their small-business lending. And about why one company passed up the opportunity to appear on “Shark Tank.” And the advantages of starting a company without outside financing. And what businesses need to know about merchant cash advances. And whether the big banks are keeping their commitments to small businesses. And the right way to think about the S.B.A. And why some businesses aren’t ready for bank lending. And why small-business lending is such a confusing mess.

Robb Mandelbaum wrote about the impact of health insurance reform on businesses in Massachusetts. And about Jon Stewart’s serious proposal to encourage entrepreneurship. And about Mitt Romney’s views on small businesses. And whether big businesses really want to help small businesses (or just get good publicity). And why the health care tax credit is eluding so many small businesses. And why one small-business owner is expecting the worst from the health care overhaul. And how the so-called Buffett rule would affect small businesses. And how some surprisingly large businesses — including one you may have heard of! — benefit from small-business set-asides.

Cliff Oxford wrote about how to handle the brilliant jerk. And an entrepreneurial doctor who isn’t afraid to shake things up.

Josh Patrick wrote about how the sale of a business can go terribly wrong. And the joys (and dangers) of running a microbusiness. And whether owning a business is likely to get you through retirement.

MP Mueller wrote about wondering just how honest you can be with certain clients. And how it’s possible to build a brand even if you can’t afford advertising. And a stunning new social media tactic. And her advertising agency’s struggle to attract new business.

Tom Szaky wrote about why his social business was eager to strike a deal with tobacco companies. And how he interviews job candidates. And his problem with performance reviews.

Barbara Taylor wrote about using your 401(k) to buy a business. And how to judge whether a business for sale is worth the asking price.

Ian Mount wrote about a nut retailer who spent hundreds of thousands of dollars to buy the perfect domain name – only to have it cost him more than 70 percent of his organic Web traffic. Darren Dahl wrote about the surprising number of products that businesses are trying to sell on a subscription basis, including dog food. He also wrote about how some small businesses are being priced out of using AdWords. Glenn Rifkin wrote about a restaurateur who used to deal drugs, once stole a municipal bus and now manages a company with nine businesses, more than 250 employees and more than $19 million in annual revenue. And Eilene Zimmerman wrote about a family farm that has had to try to explain to its customers why its rice contains arsenic.

And every week, Gene Marks scours the Web so that you don’t have to — looking for links to all of the stories that have the biggest impact on small-business owners. On Tuesday, he selected the best of those stories from the last year.

Happy New Year from the You’re the Boss team.

Article source: http://boss.blogs.nytimes.com/2013/01/02/how-to-run-a-small-business/?partner=rss&emc=rss