As the calendar turns from the lazy, hazy days into the rush of school, sweaters and falling leaves, so to does business psychology...to the coming fourth quarter, the end of the calendar year, the literal and figurative accounting of the year's progress (or lack thereof.)Perhaps that's why so many of my discussions this month have focused on sales and selling...business owners are taking another look at their numbers, their goals for this year and next and asking themselves, their staffs and their advisors "what's next?" This cogitation is a good thing; the time to plan is now.
At one recent TAB Board meeting, one business owner -- whose sales come predominantly through manufacturing reps and distributors -- reported increased sales to this group following face-to-face visits by company scientists (the company has no salespeople, per se.) The results were so striking that they have begun a program of formal visits to their reps around the world. The next step is hiring a professional to manage distributor relations.
Personal attention, interpersonal relations, human dialogue -- such a concept, as my bubby would say. In our increasingly digital virtual world, up close and personal is becoming the exception, and not just in business or selling.
