The people factor?
14 October, 2011
I read something entertaining recently about 'your best company salesman....He may not be a closer on many or any deals - but he never leaves his post. He's always available on a 365; 24/7 basis. He's always very well turned out - has great visibility and profile at all times and manages to get to the most far-flung locations with great effectiveness and minimal cost.' Who could that be? The riddle about this paragon refers to the company website of course. As leaders for infrared radient heaters, infrared panel heaters and heaters for industrial processing at Ceramicx, we believe this to be true and we therefore back our top sales resource to the full with ongoing investment and quality support. Great competence in one area such as this pushes the envelope; raises the bar and asks questions of other parts of the business. And rather than levelling down, there is a tendency for other areas to rise to the challenge - in production; in service and in people skills. This has certainly been happening for Weco International, our US friends and distributors. The current autumn edition of Heat Works magazine contains the full story of our partnership developments stateside. In a nutshell - and against a background of US industrial uncertainty - Weco has this year managed to expand both its sales activities and to further grow its US territories through the forging of skilful partnerships in the infrared heating industry. 
How has it done this? According to owner Brett Wehner, through some powerful core principles and through working with and through the right people. The Weco manifesto is based upon Persistence - Determination - Integrity - and via these guiding lights the company has this year opened up fresh markets in the New England states and also - looking Southward - in Tennessee. This is a remarkable achievement: What it tells me is that in an era of unlimited information and seemingly endless online time there are, in addition, some special challenges and rewards for those that are able to raise their person-to-person game in the way that Brett and his team have managed. It is essential of course that your best sales guy stays at his post 24/7 in the manner already described. But creativity; deal making; relationships; innovation - all these other things have been greatly liberated in recent years. Pay equal attention to these factors and business success can be greatly assured.
14 October, 2011
I read something entertaining recently about 'your best company salesman....He may not be a closer on many or any deals - but he never leaves his post. He's always available on a 365; 24/7 basis. He's always very well turned out - has great visibility and profile at all times and manages to get to the most far-flung locations with great effectiveness and minimal cost.' Who could that be? The riddle about this paragon refers to the company website of course. As leaders for infrared radient heaters, infrared panel heaters and heaters for industrial processing at Ceramicx, we believe this to be true and we therefore back our top sales resource to the full with ongoing investment and quality support. Great competence in one area such as this pushes the envelope; raises the bar and asks questions of other parts of the business. And rather than levelling down, there is a tendency for other areas to rise to the challenge - in production; in service and in people skills. This has certainly been happening for Weco International, our US friends and distributors. The current autumn edition of Heat Works magazine contains the full story of our partnership developments stateside. In a nutshell - and against a background of US industrial uncertainty - Weco has this year managed to expand both its sales activities and to further grow its US territories through the forging of skilful partnerships in the infrared heating industry. How has it done this? According to owner Brett Wehner, through some powerful core principles and through working with and through the right people. The Weco manifesto is based upon Persistence - Determination - Integrity - and via these guiding lights the company has this year opened up fresh markets in the New England states and also - looking Southward - in Tennessee. This is a remarkable achievement: What it tells me is that in an era of unlimited information and seemingly endless online time there are, in addition, some special challenges and rewards for those that are able to raise their person-to-person game in the way that Brett and his team have managed. It is essential of course that your best sales guy stays at his post 24/7 in the manner already described. But creativity; deal making; relationships; innovation - all these other things have been greatly liberated in recent years. Pay equal attention to these factors and business success can be greatly assured.
