Greek archaeologists have found stone tools on Crete thought to be between 130,000 and 700,000 years old, reported PhysOrg. If so, the makers had to sail to get there. “Crete has been separated from the mainland for about five million years, so whoever made the tools must have traveled there by sea (a distance of at least 40 miles).” Before this announcement, the earliest date claimed for ancestors of humans was about 60,000 years, the article said, “although considerably earlier dates have been proposed”. Back in February, claims of the younger date (130,000 years) “flabbergasted” the discoverers (see 02/18/2010). Even then, an archaeologist compared it to finding an iPod in King Tut’s tomb.Tut, tut. Observers of the collapse of human paleoanthropology are not surprised by more and more anomalies. The surprises are the new norm. This indicates that the non-surprising interpretation is outside the evolutionary box.(Visited 10 times, 1 visits today)FacebookTwitterPinterestSave分享0
Business managers, business leaders, and entrepreneurs offer all kinds of advice to sales managers and salespeople as to how they might improve sales results. It can be difficult to listen to advice about selling from those who have never carried the bag. The recommendations are often naïve and often ignore the realities and constraints the sales force is forced to confront. If it were easy to sell more or sell faster, your life would be as easy as the non-salesperson’s advice makes it sound.You can react to advice from civilians by being defensive, insulted, or hostile. It’s easy to ignore the suggestions from civilians without the experience base from which to offer the advice they offer. Or you could make a healthier choice and spend the time educating the inexperienced as to your real challenges.Here’s how to deal with advice about sales from civilians.Help Them UnderstandThe primary reason non-salespeople so easily dole out sales advice is because they are unaware of the real challenges we face in sales.When non-salespeople suggest that sales should be closing faster, you need to spend time educating people on your sales process, your client’s buying cycle times, and the velocity of the deals in your pipeline. The business’s need for fast sales doesn’t allow you to violate the natural laws of the sales process or buying cycle. You have to educate non-salespeople on sales cycle times so they understand what options are available when it comes to increasing speed.When civilians suggest that sales people should be closing more business, you educate them the limitations of the sales force. Increasing quotas doesn’t do anything to improve territory coverage or the sales force’s effectiveness. You have to spend time working to help your non-salespeople team members understand what is possible and what isn’t possible.Probably the hardest advice to take from civilians is advice about deal strategy. It’s hard to accept advice about how to move a deal forward from people who have never met your dream client contacts, who weren’t there through the discovery process, who don’t really understand your competitive position, and who don’t have to actually do the work of winning of the deal. You have to help the civilians on your team to understand what it will really take to win your dream client.You help yourself and you help your team when you educate the non-salespeople on your team on the realities, the challenges, and the constraints. This sets you up to do what comes next.Ask for the Resources You NeedYou don’t do yourself or your company any favors by avoiding the battle for resources. Your job is to give the company what it needs in the way of sales results, and to do that you have to ask for the resources you need.You may need to make investments that reduce your sales cycle time. You may need to make investments in a larger sales force to produce the sales results that your company needs from you. You may also need changes or modifications to what you do to serve your dream clients in order to win deals.Asking for what you really need is likely to run smack into a discussion over resources. But often that is exactly the discussion that needs to be had.Sometimes producing results means that you have to put as much energy into selling inside as you do outside. You are more likely to get what you need from the organization if you have spent the time building their understanding of what is needed and why.Engage Them in the Sales ProcessKeeping the civilians away from the sales process is a mistake. The more deeply you engage the entire organization in the realities of selling, the better results you will produce. Selling is a team sport.Instead of keeping non-selling senior management away from the sale process, ask them to engage in the process. Let them join pipeline review and opportunity review meetings. Let them understand what is being done, the challenges, and the opportunities. If you want them to see the world from your viewpoint, invite them to sit on your side of the table and show it to them. Let them feel it.Instead of keeping them away from your dream clients, ask them to join you in sales calls with your dream clients so that they get to see and feel what it’s like to work on big deal. Do some relationship mapping and send the high-level civilians from your company to call on the high-level management team from your dream client. These is work that they can do that makes a difference, and they are normally happy to do it.It’s amazing how much more you can get done and how much faster you can get it done when your whole team is engaged in the deal. They look at your role and they look at deals very differently when they have skin in the game.As a final note, go into this endeavor knowing things aren’t any easier for non-salespeople. Respect their challenges like you want them to respect yours.QuestionsWhy is it so difficult to take sales advice from non-salespeople?Are you ever guilty of telling your non-selling peers how they should do their job?How can you educate your civilian peers on what you need to produce better results?How can you help them understand more about what you need?What actions can you engage management in to help you win your dream client? Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now
India’s first “career portal”, addressing the needs of secondary and higher secondary students for information on scholarships and career choices, was launched with the support of United Nations Children’s Fund here on Wednesday. The portal is expected to help the students take “informed decisions” about their academic and professional pursuits.To benefit lakhsMinister of State for Education Govind Singh Dotasra and UNICEF-Rajasthan chief Isabelle Bardem inaugurated the portal, set to benefit about 23 lakh students, at Dr. Radhakrishnan Shiksha Sankul here in the presence of school principals, teachers and senior officials.Mr. Dotasra said the portal would promote employment-oriented education in the State and provide information on 200 vocational and 237 professional careers, 455 employment avenues, 960 scholarships, 955 competitive examinations and 10,000 institutions of higher education to the students from Classes IX to XII.Experts in UNICEF have developed the portal after an assessment of needs, awareness and perspective of students, teachers and system functionaries. Dr. Bardem said the assessment had indicated that most of the boys and girls in the State were keen to join the workforce as soon as they finished Class X or XII. Besides, the assessment revealed a substantial progress in terms of gender equality among the students.“The career portal will serve the needs in the educational stream, enabling the students to choose their career path matching with their aspirations, interest, inclination and aptitude,” Dr. Bardem said, adding that this would reduce dropouts at various stages in schools and improve retention in jobs. UNICEF had selected Rajasthan for launching the portal because of its track record in employment-oriented education, she said.Mr. Dotasra also announced setting up of the Rajiv Gandhi Career Counselling Cell for adolescents and youths on the occasion. The cell will link school and college students with skill development programmes and internship opportunities in the pursuit of their career choices.Career informationUNICEF’s studies in Rajasthan have highlighted that two largest sources of career information for students are teachers and family members. About 69% of students mentioned that they were using Internet for their career-related queries, which indicates that the adolescents will quickly learn to use the career portal.