The 1st Mansmith Executive Scholar in Sales Management, Jeffrey Manhilot, Business Development Manager of Reckitt Benckiser Philippines awarded by Chiqui Escareal-Go, President and CEO of Mansmith and Fielders, Inc., together with Partner and Chief Distribution Strategist, Emilio “Bong” Macasaet III, at Dusit Thani Hotel, Makati City on July 26, 2012 (left photo) and the second Mansmith Executive Scholar and first in Marketing Strategy, Jericho Bacalso, Vice President for Marketing of MCJR Realty and Development Corporation, awarded by Josiah Go (Chairman of Mansmith and Fielders, Inc.). at Dusit Thani Hotel, Makati City on September 13, 2013 (right photo).
Be an expert in Marketing Strategy, Sales and Negotiation, Strategy and Innovation, Distribution Management, Digital Marketing, and many others. (more…)
Lately I have been working on a Mansmith Public Seminar that I will be conducting on Entrepreneurship. As I have researched and dug deep into my experience base, it has evolved into a focus on harnessing the entrepreneurial spirit in organizations both big and small.
What you may ask do I have in terms of experience as an entrepreneur? Wasn’t I a corporate warrior? Yes I was a corporate warrior but now I realize I was an entreprenurial corporate warrior. (more…)
“We urgently need good people from head of sales down to salesman who can help us significantly grow our company. We are frustrated by the quality of applicants we are getting for almost a year now. We managed to hire a few sales managers and sales representatives through professional headhunters, referrals, and our own network but we ended up with a mediocre sales force. What are we missing?” – Mr. Lang
One of the more common issues related to this is whether a company’s sales force must pay for their performance first before the company starts to invest in them. Yes, the chicken-or-egg cycle. Which comes first?
In a very important deal, the purchasing manager was trying to squeeze me particularly for better prices and more deal enhancers. I did not want to give anything anymore. I had already given enough, including a very large concession, so I kept my face straight and tried to keep my voice calm so as not to show my desperation. To my surprise, the purchasing manager squeezed even harder! I was forced to give more, but I regret that the company made almost no margin. How can we protect ourselves and the company in such instances? –Account Manager for Top 2000 Corporation.
First, kudos to your mature sales viewpoint! Not every salesperson sees beyond the shoreline of sales revenues enough to make an effort to actually realize a horizon of profits for their companies. Most, simply desire to close deals, blissfully oblivious or even callously unconcerned with financial return to their firms, particularly if they are on revenue-based commissions.