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The Ultimate gift; Laughter

Taylored Comments The Ultimate Gift; Laughter by Michael Kanan, Inacomp Michael Kanan is the president of Inacomp. Michael has been in the industry forever and has shared some thoughts and...

Larry Schulze | Friday, 13 April 2012

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Let the Job Talk

Taylored Comments Job Benchmarking - Job Matching  Let the Job “Talk” to Create a Solid Foundation for Selection by  Dennis Hunter, Consultant We are all on the lookout for better...

Larry Schulze | Friday, 18 November 2011

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"I wanted to congratulate you on the RTP Financial Dashboard... You've really created a phenomenal tool that gives business owners a unprecedented level of insight into their business.     Our two hours spent with the tool yesterday gave me a level of understanding of my business that would previously have taken me days or weeks of Excel/QuickBooks crunching to accomplish.   After only 1 day using the tool,  I can't imagine running my business without it....   It would be like driving with my eyes closed.."

Jeff Roback
President & CEO
Praxis Computing, Inc.
www.praxis.com

"We have known Josh Peterson of TBG for nearly two years. Finally after hearing about the business changing guidance he and the rest of TBG brought to our colleagues and competition we engaged him to provide the level of expertise to aggressively grow our business. Since day one, we have seen returns on the investment."

Bill Stucklen
Partner
Marathon Consulting
www.marathonconsulting.com

"Thank you for the excellent workshop you provided us out here in California. Everything about the workshop made it a quality experience. We gained much insight from the event, although we now have a long list of issues to address!"

Steve Barnett
President
Streamline Networks
Los Angeles, CA
www.streamlinenet.com

"We have been using Taylor Business Group for 1-year and our profitability has doubled. We are hitchin' our wagon to Taylor Business Group!"

Allen Aukes
Midwest IT
Blue Earth, Minnesota
www.itsystemsinc.net

"Larry Schulze and Taylor Business Group have greatly enhanced our service department's overall operation with a comprehensive, detailed examination and concise action plan. From increasing technician utilization and billable accountability to business planning with a service-centric mindset, Larry has helped our organization lay some important groundwork to prepare us for growth and success."

Darren T. Walter
Communications Supervisor
Nex-Tech
www.nex-tech.com

"In just 12 months, TBG has helped Next I.T. in so many ways, including improving our focus, strategy, budgeting, tactics, personnel, products, services, and sales structure - which has all led to better managing our profits and mitigating our weaknesses.

I started working with the Taylor Business Group in 2007. We were already very profitable, but suffered from a lot of turmoil inside the company. John and TBG were instrumental in helping me root out the causes of the turmoil and fix the problems. John also helped me move from a ‘service driven' to a ‘sales driven' company by helping me define and recruit a sales team. Through the help of TBG, I increased my 2008 sales and am projecting significantly higher sales (28%) in 2009."

Eric Ringelberg
President and CEO
Next I.T. - Muskegon, MI
www.next-it.net

"Working with Larry Schulze as our coach for the last two years has been a tremendous benefit to our business. We have transformed the company from a reactive sales and service company to a proactive, managed service organization. We have seen improvements in all key aspects of the business, including revenue, service utilization, and most importantly profitability. Larry has helped me focus on working on the business rather than working in the business."

David Prince
President
Databranch
www.databranch.com

"Since our involvement with the Taylor Business Group we have more than doubled our technician's utilization rates, built a substantial recurring revenue stream and developed a very successful, proactive based service model."

Mike Doerfler
Network Technology Supervisor
Nex-Tech
www.nex-tech.com

"Since we began working with the Taylor Business Group, we have quadrupled our net profit, radically improved customer service and responsiveness, reduced our staff's stress levels, and gotten rave reviews from our client's on the improvements in our processes. Working with both Josh and Larry has helped me to focus on the business in a way that only someone looking in from the outside can. TBG does for us, what we do for our clients - Provides the business tools and processes for success."

Eric Hanson
President
Inland Productivity
www.inland-prod.com

"I have been working with the Taylor Business Group since 2004 when I began attending their workshops, which include Managing for Profitability, Services Workshop, and Managing Sales. Within 2006, I engaged their consulting services to ensure that on a monthly basis, time was set aside in my business to focus on how and when we'd implement the things learned in these workshops. I highly recommend the Taylor Business Group as a way to regularly step outside your business to work on your business."

Alan McDonald
President
AllConnected
Simi Valley, California
www.allconnected.com

"The TBG provides us with a solid foundation of strategies to improve our business. But what sets them apart is their ability to provide a detailed operational path to take advantage of their strategies. In a very short time, The TBG has helped us zero in on items to improve in our business, with operational plans to increase our success. We continue to work with the TBG because they show us how to get our business where we want it to be."

Jennifer Roback
Chief Operating Officer
Praxis Computing
www.praxis.com

"The Taylor Business Group has helped us obtain tremendous results! We knew we could improve our business, and with TBG's assistance, we have far exceeded our goals, and ahead of plan to the point we are generating profits well into six digits. Their expertise allowed us to recognize immediate results across the entire organization!"

Gary Aufdemberge
General Manager
Nex-Tech
www.nex-tech.com

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Tuesday, 18 October 2011 20:22

Taylored Comments

Identifying Top Performing Salespeople

A Salesperson, is not a Salesperson, is not a Salesperson

by Dennis Hunter, Consultant

Successful salespeople are not all the same . . . they have different profiles just as what they sell differs from industry to industry, service to service or product to product. But all too often hiring managers revert to the old standard of “I’ll know a good one when I see one” approach to identifying individuals who are applying for a sales position.  Managers from the old school go with their gut rather than methodically evaluating each candidate to determine their unique Sales Characteristics and Behavioral Selling Style.   This sort of “drive-by” evaluation is risky since a bad sales hire can be extremely costly in terms of training time, lost sales, dissatisfied clients or poor bottom-line revenue generation. There’s a way to avoid these pricey pitfalls.

The Taylor Business Group can provide you with a reliable and validated assessment that is designed to evaluate the characteristics and styles of salespeople. The assessment evaluates an individual’s behavioral style and workplace motivators --- basically “how” they do things and “why” they do the things they do. It contains fifty pages of insights that can be used during the selection process, but also during on-boarding or coaching. In future blogs we can focus on other segments of this comprehensive report, but for now I want to focus on just two aspects of the reports’ insights --- Behavioral Selling Model & Time Wasters.

The Behavioral Selling Model, a scientific, professional selling process is included in the report.  It exposes the level of sales effectiveness the respondent possesses naturally and will depict how they are able to adapt in order to meet perceived on-the-job demands. The amount of difference between the respondents’ adapted and natural styles is significant because the greater the difference, the greater the potential for stress and job dissatisfaction.  The model scores, defines and reveals the respondents’ natural and adapted tendencies in six selling components: Prospecting, First Impressions, Qualifying, Demonstration, Influence and Closing.

To a salesperson, time is money --- both to the company in terms of revenue and to the salesperson in terms of compensation. The Time Wasters section details both causes and solutions for maximizing time and increasing overall sales performance.

Contact the Taylor Business Group to learn more about this comprehensive TTI Success Insights™ Behaviors and Motivators – Sales Version Report and how it can be incorporated into selection
or coaching initiatives for your sales staff.

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