By Meir Shvilberg  September 10, 2022

The “corn” principle

Your business is like your “baby” for whom you were willing to give everything, so does the business. Often business owners forget that they must serve the company for a few years until it can serve them back – to repay you for the investment. This period is called the corn principle. The corn principle says what I’m willing to do for my business to grow, what I’m glad to sacrifice, and how much I’m ready to give up on myself. And the renunciation of my life of luxury – the money I would invest in going to the movies, I would invest in a business and stay at home.

The principle of “engine”:

Usually, it is not only new importers who develop a product, and start-ups, especially app developers, create products that have invested a lot of money. This principle means – you have invested so much time and money in developing and importing a product that you believe in, but to provide it with the engine through which people will know that the beautiful creation you believe in even exists – that is what you save. No money is spent on product development, just as you will not be saved as a sum from creating the most beautiful, fastest, and safest car. But when you must sell and market their product so that potential customers know that their product exists – this is where they save. They upload the wrong website for them, and marketing looks terrible because they have taken a cheap designer. They are looking for a sales agent to work but try Paying him as little as possible, if at all (good sales agents cost

money, a lot of money). Don’t do PR.

Principle “symptom and disease.”

This principle refers to sales as a business reflection of the conduct of the business. If there are not enough sales or a glass ceiling you have reached, there is a factor for you or several elements in the industry that create such a reality. But we blame sales because that is what we see, and it is easiest to define as the “problem.” But usually, it is only the result consisting of many symptoms and some “business diseases.” In its externality, in its symptoms and does not understand the source of the real problem, “the disease.” Just as people who do not like to see themselves in the mirror because they see their external shortcomings – that is, symptoms and not the source of the lack of love of what they see in the mirror – the problem (“disease”)

The principle “Upside down pyramid.”

While you feel financial security, it’s simulated security, and of course, it’s nice to imagine. Still, an inverted pyramid is a problematic situation principle for the – a business built on one or two large customers and several small ones. Although large companies are suitable for a company that wants to develop, it is essential to know when and how to bring a large business into our customer structure. Building a business

that relies on one or two large customers who generate 80% of the revenue while the rest of the 20% is based on small customers is an unhealthy business. It is in a state of economic instability.

In one case, one of the biggest customers leaves 50% of the revenue going with him. This leads to the suffocation of flows and uncertainty. May result in layoffs and the sale of operational resources we have acquired to operate the customer’s requirements. Most often, a large customer requires high operating and coordination costs. It requires a lot of attention and has lofty expectations and demands that hurt the time it takes for small business development and take care of the small customers who need to form the foundation of the pyramid and not the other way around. So, when there are a lot of small customers who bring in a fixed and based income on them, it is possible to bring in a large customer who, even if he goes or demands it, will not affect the entire system.

“Celebrity principle”

No one knows them when they go out into the business world and even a few years later. In their head, because they have long been in the profession and they “know people,” they can be highly priced for their services. The celebrity principle says that being in essential places you were hired does not mean that now that you are self-employed, you are a celebrity who everyone knows you, and you have already built a luxury brand. That you can ask for soaring prices. What you did before you were independent is irrelevant to how the business market sees you and what you have left is just the experience. The name you’re going to have to rebuild. Start small, and over the years, you’ll come out big.

WRONG MYTHS

When training a sales agent, the agent does not have to have prior experience in the industry he intends to work in. He must be an expert in sales on the side of knowing the market, the products, and the company. It is the responsibility of the employer.

You can screw up with the first one hundred businesses to succeed with five hundred companies after them. Small businesses are afraid of failing with their first customers because it’s not good for their reputation, so it’s better to die with the first customers and learn than to be afraid to fail and not learn at all

Giving a high percentage to a sales agent at the expense of a reduced base salary, the claim that this adds to the agent’s motivation is false and even hurts sales. An expert sales agent who values himself does not need external business manipulation to have the push to sell and pass targets set for him. The solution – on the contrary. Only an adequate base with a percentage of the sales that generates a respectable income can cause a sense of “commitment” in the agent that the company believes in. When the base is reduced, the message to the agent is that he is not a “true partner” in the company, but a utilization tool based on his abilities (if the company gives him all the means he seeks to succeed – that this hardly happens).

In sales and marketing, you can commit to results – you can’t commit to results in marketing and sales because the number of parameters that affect results is many that do not have sole control of the marketing and salesperson. Therefore. In the market and deals, we will usually talk about investment (which should be informed and proportionate to the size of the business)

Any product or service is a challenging sale. My product is a curse-selling -there is no such “animal.” A complex that there are several alternatives in place.

A good sales Representative knows how to sell everything to sales. Many uncontrollable components cause the success or failure of closing a business. In many cases, an agent has a limited influence on it, and therefore a sales agent who was good in one industry is not a guarantee of success in another sector. Because of a different market structure, cultural differences (even within our small country, there are differences), a market on the rise or economic decline, Connecting the agent to the product and the company he represents, a change in the height of the transaction (one sales agent is more convenient to negotiate large transactions and there is an agent who is more comfortable with the small transactions) and more.

A good sales agent has all the required features in sales, and all the necessary attributes for a manager; not every good agent is a good manager. A good agent closes many transactions- many would argue that a good sales agent has a high closing percentage, and as a result, revenues from his sales operations are high. Practical – that is, cost-benefit and time-to-income ratio.

Bright Source Sales Consulting assists SMB companies in achieving sales goals and Business Development aspirations by Training and Implementing Sales Consulting methods within Sales Teams and Sales Operations.

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