SOAR TO SUCCESS / Feature Article your customer and how they make money, plus you have to understand how your products can impact that client and make their business more profitable.” Mark has found that even with a sound plan in place, managers fail to execute that plan in some cases. So, he has now partnered with a company that wrote the book Scaling Up. He is able to provide his clients with a system and process, a framework per se, so that once a plan has been created, it has built in accountability to make sure things get done. He is able to continue to work with senior management of a company to continually evaluate systems and processes to assure the company’s team is staying on target. Another area Mark keys on when evaluating a company’s performance is the competence of the Sales Management Team. In many circumstances sales managers were promoted because they excelled as salespeople, but top salesmen don’t always make the best managers. Using a performance-based software system, sales managers can be evaluated using real data, then trained to improve their weaknesses. Mark also travels around the country speaking to business conferences and corporate meetings. A current favorite topic of planners is how to recession proof a company. A tip from his presentation to recession proof your company, is to do voice of customer research right now. Are your customers happy, if they’re not happy, understand why. What are they buying from someone else that they could buy from you? Right now, the best time and money spent is selling more to your existing accounts. Even after 30 years Mark is still excited to wake up every morning and dive into helping his clients become more profitable and achieve their goals. He has two grandchildren with a third on the way that he loves to spend time with. In fact, he was able to work in a trip to the pumpkin patch with them. He and his wife love to boat and travel. This year they were able to visit Sedona, Arizona and Savannah, Georgia. Being shut in during COVID he gained a few extra pounds and has recently begun a fitness program to shed the extra baggage. In fact, he wrote an article about what Karate taught him about making sales training stick. Read it
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