Does Engineering Get Completed On Time?
After a sale is completed and the project scope is defined, a project is generally turned over to the engineering department. Having engineering involved in a final quote process for a large project is crucial to be certain that engineering and the customer understand the customer’s requirements in exactly the same manner. This is a critical event in determining the customer gets what they expect. One might ask the question: “why is it important that we complete engineering on time?” Simply said, if engineering isn't completed on time, then all other functions will not be completed on time. This may not be ...
Are You Happy with the Performance of your Engineering Team?
February 21, 2023
Selling
Comments Off on Are You Happy with the Performance of your Engineering Team?
Do you have a basis to measure the performance of your engineering team? What I'm getting at is do you have a set of metrics that measures engineering performance? Metrics such as: • Have you defined in detail what an engineering package is? • Has manufacturing participated in the definition of the engineering package? • Does engineering deliver their product (the engineering package) to manufacturing on time? • Is the engineering package complete when it is delivered to manufacturing? These are just a few of the metrics that should be defined and agreed upon by both engineering and manufacturing. Have you defined these parameters in a manner ...
Are you happy with the performance of your operating team?
Are you happy with the performance of your engineering team? Does your engineering always get completed on time? Does your engineering always stay within budgeted hours? Are your engineers engaged with your customers? Do you have good communications between sales and engineering? Do you have good communications between engineering and manufacturing? Do you have good communications between sales and applications engineering? Do the quotations produced by applications engineering meet customer expectations? Do your quotations clearly describe transfer of ownership and project completion? Are you happy with the performance of your manufacturing team? Does manufacturing stay within budgeted hours? Does ...
Are You Happy with Your Customer Development Efforts?
The first question is: do you have an active customer development process? We use the term “customer development” in place of market development because I believe it brings more focus to the process. “Customer development” focuses on the customer rather than the much more intangible “market”. We believe people buy from people they know like and trust and if this is true, we believe focusing on the customer, as people, helps us develop a much more focused and effective process. To think of our customers as people, we must first define the people. If you have a customer development process, have you ...
Does the Market Know About Everything Your Company Offers?
How can you be sure that your market knows, in detail, about your complete company offering? Do you have general branding advertising? Do you have specific target market communication campaigns? Does your sales organization have the materials necessary to communicate your complete company offering to their customers? We find the answer to these questions is generally, “NO”. In order to concept and develop the programs necessary to communicate your complete company offerings, it takes a little bit of thought, and we think, answering the following questions: “What do we sell?” “Who do/should we sell to?” If you can answer these questions for every ...
Do Your Salespeople Sell Everything You Offer?
Do your salespeople sell everything you offer? This seems like a silly question, but our experience shows that salespeople sell things they feel comfortable selling, that they know about in depth, and that offer the most compensation. If the above items are true, how do we get the sales organization to sell the company’s complete offering? This is a question that plagues business people and one that is not easy to answer. Many companies offer compensation incentives to incentivize their sales organization to sell what the company wants them to sell. Other companies hire specialists or training programs. It is our belief ...
Do Your Salespeople Make Enough Sales Calls?
Do you salespeople make enough sales calls? Do you have a system that monitors your salespeople and the number of sales calls they make a day? Does your monitoring system include a metric for who your salespeople are calling on? Do you have a system that allows you to see the call report for each sale call? Do your salespeople make cold calls? If your salespeople do make sales calls are they planned and based on a list of targeted accounts? If the answer to any of these questions is “no”, you should consider reviewing your sales management system to ...
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