Business to business prospecting for manufacturing

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[Music] we're gonna talk about five manufacturing revenue growth actions we all need for 2020 and this is from manufacturing dotnet do you know what would you happen to know what one of those what might be I would say one of them would be calling maybe past clients asking them for referrals or finding out why they don't do business with you anymore and not on the list well it's still a good tactic to try to like do me wrong okay moving at one I'll just I'll just share them with you confirm a growth strategy which is what we all do we do that in making chips right through our VRS preset quarterly and annual growth strategies right envision for the company what if I were to tell you that's wrong why I don't believe it is I mean I guess it could be wrong but that's a great way it's a great way to set emotions or went on yeah yeah to appraise the current value proposition so what is your value proposition for your customer yeah that's actually one of our rocks for this year we're actually going through a I think you know yeah we actually have a tactic for doing that which we could do a future episode about it's pretty it's kind of profound it's it's the most easy profound thing that you could do manufacturing leaders need to effectively manage two interconnected pipelines one an opportunity pipeline and two a product development pipeline now that's big sense right yeah I don't think a lot of manufacturers are developing their own products but ya know it's definitely something to think about for evaluate talent of the first line sales managers so that would be I would say just look at your sales managers evaluate the ones that's leading your leading one it says the first line sales manager an acronym F LS m is the most important job in the entire manufacturing organization recognize that these individuals are the connection between the company's strategies and the execution in the field that's like exactly what I just got done doing in Detroit yeah so I travel with all my regional sales manager yeah go on customer calls with them and see how they do and and your release time doing one thing right yeah and lastly fix the parts of the sales compensation plan that are broken I'm definitely not doing that right let's see what they what they mean about we're working on our our bonus incentive plan for nine layers our sales staff but also for the entire team and actually batted a lot of ideas back and forth with Phil from orbit form who was at a past episode of sure of making chest yeah it says know that sales incentive compensation is one of the most powerful and dangerous alignment tools in your kit used properly it ensures strategies and jobs aligned to seller behavior if there are obvious broken elements artificial pay caps or inappropriate metrics and the current plans use this tool to send a signal to the sales force that sales compensation matters and that you are investigating the pieces that are broken so that makes all you know a heck of a lot of sense to this one book I read said compensation and complacency start with the same four letter word and if you feel like you got complacent salespeople you might need to look at how you're compensating them [Music]