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Investing in Your Business, Employees, and Yourself Through Sales Training

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Do you find yourself motivated only by the heavy dose of caffeine you had earlier? Is your staff skilled in the art of loitering? Do you find it difficult to find the drive to get through the day? How can you invest in your company to make it want to invest its time and effort for the betterment of the organization? How did people like Steve Jobs or Walt Disney drive their companies to prosperity?

Through sales training, you can learn, as a business owner, to drive your company as a whole to invest itself in its future. The three aspects of sales training are knowledge training, skill training, and attitude training. Today’s tidbit will be focused on the attitude aspect of sales training, as it is often overlooked and workers are left with negative views toward the company. The following tips can help you get on the right track to turning you and your company’s attitude around:

  • Hire the right people for the job: In using behavioral interviewing instead of the typical traditional interview, you are more likely to find people whose personalities and characters will match what you are looking for to better your business.
  • Set clear expectations: Communication is key. Make sure employees understand exactly what is expected of them regarding work and behavioral guidelines. That way, everyone knows exactly what his/her job, why he/she is doing it, and how he/she should act when performing their tasks.
  • Delegate employees to be a part of the solution: When people feel a sense of responsibility in a task that needs to be done, they feel important and are more likely to be accountable.
  • Hold each other accountable: When managing supervisors and other delegating employees, it is your duty to make sure that they are reminding the appropriate employees of deadlines. You and your supervising employees also need to be as accessible and approachable with any questions or issues that may arise.
  • Have patience: We are human. We make mistakes and it may take some time for us to learn a certain skill. Save yourself and your company tension and go with the flow.
  • Share information: When everyone is kept in the loop, they can better understand the situation of the company and their coworkers and sympathize in good times and times of crisis. This makes them feel as if they are directly connected to the company and are more likely to be loyal and work above and beyond for your organization.
  • Share the revenue with your team: You did not do the work alone. In giving the deserved credit to your team, you are establishing loyalty, raising morale, and driving your team to invest themselves with your company in the long run.

Triton Theory will be offering an informative webinar series launching this September to further elaborate with those of us who are just beginning a company, or even have an established business. Triton Theory will focus on the knowledge, skill, and attitude training, as well as all the other aspects needed to institute and run a successful sales operation. There is always room for improvement and in providing the proper sales training for yourselves and your employees early on, you will be investing in a strong foundation for your company to grow.

 

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How to Stimulate your Company into Increasing Profitability

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Owning a business is extremely rewarding, yet pressuring with unending responsibilities. One must be able to oversee and take command of the “big picture” or goal the company has, and manage and know the ins-and-outs of each aspect that encompasses that business. This way a business owner can avoid past mistakes to figure out what is best for the company at the present to improve its future and, in turn,  increase profitability.

As satisfying as owning a business might be, one must be knowledgeable and know how to execute that knowledge. Whether you have an established company, or are just brainstorming the idea of founding one, there is always room for growth and much more to learn. The business word is a very complex place and no matter which job needs to be done, there are hundreds of details and much information that goes with each position. As the owner of a business, it is that person’s responsibility to make sure that each employee knows of what is expected of him/her and that the workday flows effectively.

It is essential to establish and be fully aware of the following aspects in regards to owning and running a business;

  • Research and construct a strategic plan. It will be the framework for the way your organization is run.
  • Perceive and implement the financial and accounting aspects of a company. Everything revolves around money, so once you understand the money aspect of a business, everything else is easier to understand.
  • Establish an effective system for hiring, training, retaining, and longevity planning.
  • Apply leading methods for constructing, leading, and governing your business and be an example to others. Your company’s employees look up to you as a role model and for guidance, so being the pest professional possible is key.
  • Set up a regulatory structure in which leadership, enterprises, and financials are handled.
  • Be able to depict all that is necessary to brand your company through marketing and sales. Make sure your employees know of all these plans and all other ones that are necessary for your business to run.

Proper coaching can lead to a 400% increase in profitability and productivity in your company, statistics say.

Triton theory offers a complimentary business screening session to determine what your company needs in order to reach the progress you desire for your company. Call 954-367-3767 to speak to a TRITON consultant or visit www.tritontheory.com to set up your meeting today.

How To Better Engage Your Employees and Get Better Results

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Envision coaching a football team—and that on a successful day, maybe 12 out of 45 players are 100% committed to winning the game. While the other players show up, suit up, and sit on the bench most of the time. Without putting fourth effort, they collect their paychecks, and go home. Realistically speaking, with a team like that, how many games are you likely to win? Now, let’s translate that analogy into the business environment. Managers often face the impasse of keeping their employees engaged at the workplace. While not everyone agrees with the precise terminology of the term “employee engagement”, the truth is that an engaged employee is one who is fully involved and enthusiastic with his/her job and the organization as well.  In other words, an engaged employee is proud of what they do every day. So what does it take to effectively engage employees? Serial entrepreneur and New York Times bestselling author, Kruse, says it boils down to three things: Employees want growth, recognition and trust.

  1. Growth: Employees want to exposed to new material and be challenged. Meeting with each employee every six months and having a conversation about his performance or career path can aid in engaging the employee. Also, asking questions like “Do you feel our company is offering you opportunities to grow and develop? Kruse mentions that discussing their short-term and long-term goals as well as identifying their knowledge and skills will set them up for future growth and success.
  2. Recognition: Who doesn’t like to feel appreciated and valued at the workplace? Publicize their contributions in newsletters or team meetings. Asking questions like “How do you think we can do a better job of recognizing great performance?” or “Do you feel that your ideas count here?” When an employee is important because it lets them know that their work is appreciated and valued. Not only does it give them a sense of ownership in their workplace but also improves morale.
  3. Trust: Always act with the highest ethical standards. Making sure that your organization’s plans for the future are clear and concise is crucial because your goal is for your employees to trust your business plans.

By concentrating on these three topics, companies can expect to see positive results not only in their organization, but in the lives of their employees, too. “So when you take steps to improve engagement and profitability, you’ll also be taking steps to improve the health and happiness of your employees”, said Kruse.

Opportunities for employee training

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Are you maximizing your opportunities for employee training, and the opportunity to get reimbursed?  The state of Florida provides ample funding to make employee training possible!

-Three million dollars are available from the State of Florida to reimburse for-profits 50% of up to $100,000 of training, coaching and consulting costs.

 

-The fiscal year begins July 1, so this is the perfect time to apply. The forms are available at http://careersourceflorida.com/employer-training-grants/

 

-The IWT application (Incumbent Worker Training for skills upgrades) is simple and easy to complete. Any for-profit firm in FL can apply for funding. Funds will run out quickly, so time is of the essence.  You may want to consider all the other training your employees need at the same time, as you can only apply once in a 12-18 mo. period.

The Truth About Sales

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Truth is that everyone possesses different qualities, hobbies and interests. In Sales, for instance, we often encounter different types of personalities and in order to understand them, we must dig deeper into the customers mind. Writer at Selling Power Magazine, Rod Nichols, states that “people operate primarily in four different personalities: Analytical, Driver, Amiable and Expressive”. Learning how to effectively work with all four personality types, one can conceivably close 99-100 percent of your sales.

Wouldn’t it be great to establish a warm relationship with your customer that will eventually lead to a boost in Sales?buysell

Let’s take a look at each personality type and how we can go about their personality when trying to close a sale.

Analytical personalities tend to be thinkers, quiet and introverts. They appreciate detailed facts, seek to reach the bottom of things and seem to work best independently. “Mathematicians and philosophers tend to belong to this type of personality”. Given the fact that they are not much of a risk taker, Sales Representatives should be cautious when offering products outside of the norm.

On the other hand, a Driver likes to derive straight to an answer. They always feel limited with their time and always seem to be busy. Immediate results and the need for power are vital to an individual with a driver personality. You can come across this personality type in individuals like Henry Ford I and Charles Lindbergh. With this type of controlling and hostile personality, selling becomes a bit more difficult. In order to cope around this individuals’ obstinacy, one must focus on ‘scarcity’. Drivers are used to winning, therefore, if they are shown what they stand to lose, the sale might be moved to action.

Amiable individuals enjoy building relationships and sometimes need a push from others when making a decision. Allowing them to include others in decisions, helping them make a decision and reassuring them regularly are definitely ways of dealing with this type of personality. Given the fact that they are passive, try to allow plenty of time for a conversation without the need of rushing.

The expressive groups are known as the dreamers. You can quickly identify this personality by their creativity. They like to plan ahead and make quick decisions. If you confront this type of personality when selling, present to them the “big picture”. They can be emotional—perhaps recognize them as being important. By showing them testimonials and some sort of proof, you can reassure them of the decision they have made.

All in all, “recognizing personality types and being capable of working with them at their level will make selling more fun, help you reach your sales goals, and have a very positive impact on your income”.

Entrepreneur: Your Business Venture

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Entrepreneur: Your Business Venture

“Success is walking from failure to failure with no loss of enthusiasm.”- Winston Churchill

It is no surprise that running your own business involves a great deal of time, responsibility and passion to produce successful results. Here at TRITON, we value every entrepreneur, their passion, commitment, and desire to make their dreams come true. With the proper foundation, we can help your passion quickly become a reality.

Having the right business coach will not only grow your business exponentially but will also help you achieve personal growth. The possibilities are endless when you have the right attitude and approach.

All entrepreneurs begin with a passion, whether it is money, freedom, autonomy, legacy, or self accomplishment. When that passion is darkened, businesses lose focus, and ultimately fail. We cannot emphasize enough, the importance of passion in the growth of your business. All entrepreneurial goals begin with such a passion, and flourish when the common goal of producing that product/service is executed in the best possible manner for its customers!

10 Essential Things to Know About Running a Business

1. Offer what people want to buy, not just what you want to sell.
2. Build a team immersed in your vision.
3. Create a positive customer service experience.
4. Get cash flowing ASAP! Always find new ways to keep costs low.
5. When planning, always overestimate expenses and underestimate revenues
6. Focus on sales and marketing manically.
7. Find ways to exponentially increase profits
8. Test and measure everything
9. Accept that learning more equals earning more. Trust in those smarter and more experienced than you.
10. Don’t discount, add value. Never sacrifice quality!

Loyal Customers are the Common Goal of All Entrepreneurs.

Your business cannot flourish without them! It is extremely important to connect to your consumers in person and via social media channels. Don’t burn any bridges if you can help it, if someone cannot use your product/service now, they may know someone that can in the future. A personal referral is the most powerful lead a company can receive!

Your business will go through ups and downs, all businesses do. The most important thing to remember is to be prepared! With proper planning and strategy, your business can withstand difficult times and grow into the empire you always envisioned! At TRITON we will motivate, inspire, and teach you how to make your dreams become a reality!

5 Simple and Effective Leadership Tips for Introverts

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Introverts are often misunderstood. And not all leaders should be brash, loud, and charismatic. The world also needs leaders who show poise; exhibit great listening skills; analyze complex situations before making a decision; and exude calm in times of conflict. As all introverts know, extroversion is an ideal that’s celebrated and revered in our society. It starts at a young age, too.

Here are 5 tips any introvert can use to become a better leader.

1. Listen first, talk second.

This is something that comes naturally to introverts, and it’s an oft-underutilized skill in the business world. One key to being viewed as a respected leader is to actively listen to your friends/clients/followers and then provide guidance and answers. According to Susan Cain, “There’s zero correlation between being the best talker and having the best ideas.

 

2. Step up during times of crisis.

Crises, both at home and at work, are a part of life. It’s how you respond to these moments of adversity that matter. So step up and be the “voice of reason” when bad stuff happens. Where others might see a crisis, introverted leaders see an opportunity.

 

3. Get out of your comfort zone.

As an introvert, you are likely more comfortable working alone than with people. You may not like to speak in front of groups. But the reality is, these are things that all great leaders need to do sometimes. So force yourself to participate in “small talk” once in a while, even if you think it’s useless. Take a public speaking class. Volunteer to take the lead on a new project at work that you may not know much about. Work on getting a little better at the things you’re not particularly great at each week.

 

4. Get into your comfort zone.

Introverts spend a lot of time in their own heads. And we need this time. It’s how we recharge, reflect, and come up with great ideas. So set time aside every single day. Even if it’s 15 minutes. Find somewhere quiet to sit down and just breathe. Let the thoughts flow through your head like clouds. And when you’re done, jot down any new ideas that came to mind, which leads to our next tip.

5. Write it down.

Introverts tend to be better at writing than speaking. That’s why you should put your ideas down on paper before you speak about them. And here’s a tip for making your key points “stick”, whether it’s during a business meeting or after speaking at a conference: leave them with something. Create a simple 1- or 2-page document summing up your salient points, answering anticipated questions and objections, and offering to answer any additional questions.

So you’ll probably notice a trend with most of these leadership tips. Most of them come naturally to introverts. So utilize your strengths. Acknowledge, accept and improve upon your weaknesses.

 

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Organizational Ethics in Business

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Organizational Ethics in Business

Organizational ethics is the ethics of an organization, and it is how an organization ethically responds to an internal or external stimulus. Organizational ethics is interdependent with the organizational culture. Although, it is akin to both organizational behavior (OB) and business ethics on the micro and macro levels, organizational ethics is neither OB, nor is it solely business ethics (which includes corporate governance and corporate ethics). Organizational ethics express the values of an organization to its employees and/or other entities irrespective of governmental and/or regulatory laws.

The Foreign Corrupt Practices Act (FCPA) restricts the United States business firms from engaging in bribery and other illegal practices internationally. There are laws that have the same type of prohibition for European companies. These laws create a disadvantage competitively for both European and U.S. firms. Such laws are not a restricting element to organizations that have highly elevated ethical behavior as part of their values. Organizations that lack ethical practices as a mandatory basis of their business structure and corporate culture, have commonly been found to fail due to the absence of business ethics; Corporate downfalls including, but are not limited to, the recent Enron and WorldCom scandals, are two primary examples of unethical business practices concerning questionable accounting transactions. Organizations focusing on encouraging ethical practices are commonly viewed with respect by employees, the community, and corresponding industries. Ethical business practices of organizations has resulted in a solid financial bottom-line. This has been seen through greater sales and increased revenue by companies retaining talented personnel and attracting newly skilled employees. More importantly, an ethical organization will have the ability to retain employees that are experienced and knowledgeable (generally referred to as human capital). This human capital results in less employee turnover, less training time for new employees, and greater output regarding services (or production of goods).

There are at least four elements that aim to create an ethical culture and behavior of employees within an organization. These elements are:

1) a written code of ethics and standards (ethical code)
2) ethics training for executives, managers, and employees
3) the availability of ethical situational advice (i.e. advice lines or offices)
4) confidential reporting systems

Organizations are constantly striving for a better ethical atmosphere within the business climate and culture. Businesses must create an ethical business climate in order to develop an ethical organization. Otherwise saying, companies must focus on the ethics of employees in order to create an ethical business. Employees must know the difference between what is acceptable and unacceptable in the workplace. These standards are found within the written code of ethics or may be referred to as the employee handbook. These standards are a written form of employee conduct and performance expectations.

Communication Essentials

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Communication Essentials

As you meet more and more people in your life you will either find it more difficult or easier to communicate with another person. When you are in a business environment it is more likely to communicate with a large amount of individuals often. For some, it comes natural to speak to another person and have no issue with keeping a conversation going. On the other hand, not everyone is capable of holding a conversation. Having a few essential communication skills can prepare you for your next luncheon, business meeting, leadership conference, networking event, etc.

Before becoming a good communicator, it is important to understand the basics of communication itself. Communication is the process of showing signals and messages between on person to another in various different methods such as verbal and un-verbal mediums. Communication is important for the foundation of a healthy, growing business or social relationship. If you are communicating with someone it is important to speak your mind and use your voice to your advantage. In the business world it’s extremely important to be honest and speak up when you don’t agree with something. There is no problem in practicing communication. Communication skills begin with simple interactions and eventually will become more refined and professional. Making eye contact with the person or people you are speaking to is also important. It makes them more engaged and more likely to actually listen to what you are saying.

When speaking feel free to add gestures. If you are speaking to a small crowd use smaller gestures and if you are speaking to a large group, you can add more. Be sure to have the gestures reflect the message you are trying to deliver.

Like mentioned before, communication is not just with verbal words. Body language plays a huge part in communication. Arms crossed and shoulders hunched can come off as unwillingly to speak to. You would’t appear approachable and that can hurt you from talking to a potential client. Having an appropriate posture is more welcoming to a stranger that you will be in a new business setting.

All in all, a good speaker is a great listener. Make sure to think before you speak and use proper grammar. Big words aren’t always the right words to say. Allow feedback during conversation and use an appropriate volume according to your setting.

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Empowering Leadership

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As organizations and the today’s ever and challenging environment evolve, they understand leadership is the most important thing in business training. Take a moment to think about the word leadership, what does it mean to you?

Leadership is a rich and significant word. It stirs a sense of idealism, excitement, hope, and courage. A word that inspires us to be our best. We normally associate leadership with the most influential people in history. However, it also conjures up memories of family members, teachers, coaches, and mentors would’ve influenced us to reach our full potential.

Leadership is exciting. Perhaps the most exciting element of leadership the fact that everyone possesses the ability to lead. It is not necessary to change the world over, or become a household name in order to be a great leader. Being a great leader simply means having a positive influence on those around you. It allows you to create an organization founded on ideals by which others are encouraged to rise above mediocrity and perform at their best. It does not matter if you lead a staff of two or a nation of millions; the principles are still the same and can be learned.

It is becoming more and more difficult for businesses, large and small, to survive in today’s marketplace. Each year 1 million new businesses are established and 40% fail in the first year, while only 12% survive in the first five years and amazingly only 2 to 3% survive in the first 10 years.

Why is the survival of business so difficult today? There are various reasons that can make your business vulnerable. Some those reasons are: the increase in the amount of competitors, the inability to understand your customers’ requirements or needs, not being familiar with today’s markets and your external environment, being undercapitalized, lack of business strategy and define goals or could just be your location, your timing, or poor or no leadership.

THE most important factor for sustaining long-term business success is leadership. Leaders have the power to make things happen and influence the organization. Leaders are responsible for all the factors including understanding customers in today’s markets and developing strategies to succeed in that market place. They provide the vision inspiration and direction to attract and motivate others to be successful and create the infrastructure – processes, systems and structure in which the organization can succeed.

“Leadership is the pivotal force behind successful organizations. To create vital and viable organizations, leadership is necessary to develop a new vision of what they can be and then mobilize the organization to change towards that vision.

The essence of leadership is to clarify and deliver compelling vision, how to translate that vision into reality and the ability to rally people behind that vision. People may have clear visions, but without the power to translate that vision into reality, they are not leaders. Translating the vision into reality has to do with motivating and gaining the support of others and channeling their efforts into a common direction. Leadership therefore is about vision and relationship.

There are myths about leadership: leadership is a rare skill, leaders of born not made, effective leaders are charismatic, leadership exists only at the top; and leaders control, direct and prod. We too often associate leadership with high visible and acclaimed figures such as Lincoln, Churchill and Gandhi but in truth there are numerous examples of leadership in our everyday lives, whether it be in coaching Little League, running a volunteer organization or leading a work team. For years debate has raged about whether leadership is innate or learned. The most accepted view today is that it’s both. Most people possess some leadership qualities, and can further develop their leadership skills. Some leaders are charismatic and others are not. There are many personality types of extroverts and introverts and both make great leaders. Harry Truman and Dwight Eisenhower both had been reported to having personality of “dead mackerel” but were still effective leaders. Leaders exist from every level in the organization, from the executive suite to the shop floor. Leadership is not defined so much in terms of formal position, but rather as a person’s act from clear vision that influences others to realization of that vision. Some leaders of controlling and directing in their approach however the most effective leaders of those who create enduring change by empowering commitment from within, rather than imposing control from without.

True leaders create an environment in which their people are motivated and committed. An empowered leader encourages brainstorming and feedback. The effects of their tactics are that goals are achieved by empowering employees to deliver new ideas and processes which are then formed, for example, a team working for an empowered leader takes personal ownership and pride in the work. The empowered leader believes that people can be trusted in such people succeed and do well at their jobs. They think they succeed when their team and organization succeeds.

Empowering leaders have a driving passion to realize their vision. They are egoless and humble, and build and sustain trust with their followers. Empowering leaders inspire the commitment and motivation of their followers. They are organizational and social architects and  institute change through positive beliefs about people and situations. They are the cornerstone of every successful organization.