End of the Year and Crunch time!
Where has the time gone? It seems like in the blink of an eye, I was just being told of what UMAPP is about and how awesome an organization it is and that I should get involved. That was almost eight years ago when I attended my first meeting……
If it weren’t for someone inviting me to get involved, I would have never been blessed with the opportunity to serve on a committee or the board and eventually lead me down the executive track to help navigate this great organization into the future.
Speaking of the future, just recently, several UMAPP team members returned from the Leadership Development Workshop last month with fresh ideas for our future as an organization! We’ve completed our budgets for 2020 and we have some exciting things to look forward to. We hope you will join us on this journey and embrace the change ahead of us in the year to come.
Hopefully, you all saw our social media that announced we are pumped to be combining two great shows into one mega event next fall. We have a lot to plan so be on the lookout for updates as we enter next year! We are bringing back some old school flavor and mixing it with some new thinking to make this event something for everyone.
With Thanksgiving and the Holidays around the corner, all of us will spend time with friends, family and co-workers to discuss our lives and reminisce over what has happened this year and wonder what the next year has in store. I would like to thank you - the membership - for allowing me to help lead UMAPP this past year, and I’d like to thank those people who helped give me the nudge and invited me to get involved…you know who you are J!
I will be forever grateful for what UMAPP has given me and the relationships that have been built because of it. I look forward to staying involved and supporting this great team we’ve put together. Have a great rest of the year!
The best thing about the future is that it comes one day at a time. – Abraham Lincoln
Calendar of Events
Wild Wednesday Webinar | November 20 | 11:30 am
Free and only for UMAPP members
CAS/MAS SCHOLARSHIP PROGRAM - REVAMPED!
Application deadline is November 29.
Use this scholarship to advance your continuing education credits for an industry designation. Up to three, $500 scholarships, will be awarded.
UMAPP Room Show | March 9 | Marriott Airport Minneapolis
View the exhibitors and learn more about this educational event on our website.
Top-Shelf Tip No. 198:
"Ask for what you want and be prepared to get it."
Pro Tips For New Salespeople
Reprinted with permission from Promotional Consultant Today.
If you're new to your sales organization, you're probably eager to get up to speed quickly. Fortunately, by implementing a few tried-and-true strategies, you can rise to the top of your company in a relatively short amount of time.
Marc Wayshak, an advisor and best-selling author, has compiled nine tips for sales beginners to start off strong. In this issue of Promotional Consultant Today, we discuss these pro tips for new salespeople.
1. Model what works. There's no need to reinvent the wheel. Wayshak encourages new salespeople to identify those in the organization who are absolute top performers and then model exactly what those top performers are doing. Identify the strategies that work and use them.
2. Make mistakes. While you shouldn't be haphazard about your selling and implement random ideas that you know probably aren't going to work, you need to be willing to take risks and make mistakes. Wayshak says that the more you can relax and let go of the fear of failure, the better you'll perform.
3. Think big. New salespeople often think they must start really small—and then, once they've been at it for a long time and they have things figured out, they can begin to think bigger. This is entirely untrue. Once you have a certain level of competency, there's nothing stopping you from going after the highest-level prospects you can. Wayshak encourages new sales reps to be willing to think big and try things out at a high level right out of the gate.
4. Ask, ask, ask. When new salespeople ask questions, it immediately makes them more attractive to everyone around them. Remember that you don't have to have all the answers. You're new to this, after all. Just be curious, inquisitive and interested in what people have to say. The more questions you ask, the more you're going to learn, and the more you're going to make people interested in you in return.
5. Hold yourself accountable to activities. Wayshak often asks new reps, "What do you think you need to do on a daily basis in order to hit your sales goal?" And they say, "I don't know." Get very clear on the exact sales activities you need to do daily in order to hit your sales numbers—and focus only on those activities.
6. Know your weekly meeting goal. Wayshak says that all new salespeople should know exactly how many meetings to conduct per week in order to hit their sales goals. Once you know your number, that is the only number that matters. Let's say your goal is to set five meetings every single week. All that matters is that you set those five meetings. And it's not a goal, it's an objective.
7. Don't play by the rules. Many new salespeople think they must follow certain rules in sales, such as "I'm only supposed to call on low-level prospects" or "I'm not ready to be in front of a prospect yet." Get out there, get in front of prospects, try to make a cold call to the CEO of a big company. Always be willing to push the envelope, be willing to break rules, and again, be willing to make mistakes.
8. Learn, study, read, refine. In order to succeed rapidly, new salespeople must be willing to learn a process. That means observing people. That means reading books. That means following sales training programs. That means being a student who learns, studies, reads and refines on a constant basis.
9. SW³N. Yes, you read that right. SW³N. Wayshak says SW³N stands for: Some will, some won't, so what? Next. SW³N. As a new salesperson, you've got to be willing to mess things up. You're probably catching onto a theme here. Making mistakes is key to being successful in your new role.
New salespeople don't have to struggle. Follow the tips above to sell successfully and move up the ranks.
Compiled by Audrey Sellers
Source: Marc Wayshak is the CEO of Marc Wayshak Sales Research & Insights and author of multiple best-selling books on sales and leadership.
Did you know?
. . . to be wealthy in the US requires $2.27 million? That is the average based on what 1,000 adults said when they were surveyed as to what their net worth would have to be for them to consider themselves wealthy. Charles Schwab's 2019 Modern Wealth Survey.
. . . some schools have dress codes for parents? Dress codes are intended to show students, by example, what is and is not appropriate for pickup and drop off. A few school districts have implemented parental dress codes banning pajamas, nightgowns, sagging pants, and torn jeans. Houston Chronicle.
. . . more than half of Americans report being stressed out? About 55% of US adults polled said that they had experienced a lot of stress during the prior day, compared with a worldwide average of 35%. That puts the US at the same stress level as Greece, which had been the most stressed nation studied since 2012. "Gallup 2019 Global Emotions Report,"" a poll of more than 150,000 adults in more than 140 countries, reported in The New York Times.
. . . food doesn't taste as good if we eat it while standing, we hear from Dipayan Biswas, PhD? Recent finding: The physical strain of standing reduces the body's sensory sensitivity, making tasty foods seem less flavorful. On the other hand, standing helps people better tolerate unpleasant tastes, such as medicine. Dieters - take note: The study also found that eating on your feet led to less consumption, which might mean weight reduction. Dipayan (Dip) Biswas, PhD, is a professor of business and marketing at University of South Florida, Tampa, and leader of a study published in Journal of Consumer Research. USF.edu.
"At some point in life, the world's beauty becomes enough. You don't need to photograph, paint, or even remember it. It is enough." Tony Morrison, Pulitzer and Nobel Prize-winning American writer (1931-2019).
Bankers Advertising Company (ASI/131650, PPAI/101972, UPIC/BACADV) has announced that Kevin Peska, CAS joined the company this month in the role of Director of Sales Development. Peska will be responsible for growing sales for the company by working strategically with Bankers sales partners to increase their business. He will work closely with the Bankers team to manage and advance sales and business development opportunities.
Peska joins Bankers with over 30 years of experience in the promotional products industry. He previously held the role of Regional Vice President at Halo and held various roles at Newton Manufacturing, where he oversaw strategic sales initiatives.
David Zheng, President of Dallas, Texas based Supplier RiteLine is excited to announce that 2012 PPAI Chairman Steven Meyer, MAS , will be the companies first Vice President of Customer Development/Operations. Zheng says “Steve has been with RiteLine since our conception and has led RiteLine’s commitment to being an industry leader. His new role will strategically assist us in managing our growth as we continue to meet our customer’s needs going forward”.
Zheng also announced that, 30 year industry veteran Mike McMillan, will be joining the RiteLine team as Vice President of Sales. Mike comes to RiteLine from top 40 distributor Halo Branded Solutions where he was Regional Vice President for the Southwest Region. Mike has extensive knowledge and experience in the Writing Instrument space of Promotional Products where he spent many years with BIC Graphic USA and HUB Pen, both at the Management level of each.
SAGE, the leading provider of information, marketing, and business management solutions to the promotional products industry, is now offering live chat capabilities on its distributor and supplier website services. The Live Chat website feature is powered by SAGE Chat, the industry’s first full-featured, real-time chat platform that has taken the industry by storm since it released earlier this year.
Chocolate Inn | Lanco (ASI: 44900; PPAI: 111662) Managing Partner/CEO Lance Stier, and President David Miller were named to ASI’s Power 50 list for their leadership and influence in the promotional products industry. This is the second time the pair has received this high honor.
“I am honored for David and I to receive this award on behalf of our team,” said Stier. “We are only as good as the team members around us, who work hard every day together, to achieve great things. I thank our team for all their hard work and am excited for us to continue to GET AHEAD together, as we continue to grow and expand our dynamic business.”
American Solutions for Business is now introducing a new Cyber Safe Pledge™ designed to help our company and our valued partners conduct business safely and securely with each other. While there are ten overall focus areas, the goals focus primarily on Identity Management: multi-factor authentication on systems that support MFA, Update & Security: Provide and require security awareness training for employees and contractors and Policies & Planning: disaster recovery and business continuity written plan and tested at least annually. Learn more here: https://CyberSafePledge.americanbus.com/
American Solutions for Business has partnered with technology company, PromoPulse to provide its distributor members with the latest social media posts filtered from top-level (Patriot) vendor partners.
“PromoPulse is very excited to partner with American Solutions for Business and help them connect with their Patriot Vendors through a custom content feed,” says Jason Nokes, PromoPulse founder. “American Solutions for Business is a forward-thinking organization and we both share the desire to be on the cutting edge of technology. With PromoPulse, their sales associates will have an informational advantage on news, specials, new products and selling tips coming directly from their Patriot Vendors.”
Chocolate Inn | Lanco (ASI: 44900; PPAI: 111662) has been named a Promo Marketing Top 50 Supplier, one of the promotional products industry’s top honors. Presented by industry trade publication, Promo Marketing, this list is an exclusive ranking of promotional products suppliers by sales volume.
“We are honored and humbled to receive this leading distinction,” said Lance Stier, Chairman and CEO of Chocolate Inn | Lanco. “To be a Top 50 honoree requires a full-time commitment from delivering quality, on-time products every day, to constantly innovating, to leveraging technology to streamline processes, all while providing stellar customer service. These are hallmarks of our past and will be the guideposts of our future as we continue to grow.”
HUB Promotional Group (HPG) is announcing that beginning January 1st, 2020 all HPG companies will be carbon offsetting all outbound UPS shipments at no additional cost to the customer. This 100% carbon offsetting initiative applies to all shipments utilizing HPG’s contract with UPS.
“Through our decision to offset all Hub Promotional Group UPS shipments in 2020, HPG will effectively make more than a quarter-million package deliveries carbon neutral,” says Jing Rong, HPG VP of Sourcing and Supply Chain.
Guest Column II
Why Employee Training Should Be A Top Priority
Reprinted with permission from Promotional Consultant Today.
Your team's success largely depends on each worker's output. Are you giving your employees the tools they need to succeed? Whether you've just brought on a new sales rep or you're introducing new sales software, it's important to take the time to train your people well.
Tom Popomaronis, a CNBC contributor and the senior director of product innovation at the Hawkins Group, says that your training efforts have a significant impact on employee output. In this issue of Promotional Consultant Today, we share Popomaronis's thoughts on why employee training should be first on your priority list.
Quality training creates a high-engagement culture. Employees who are highly engaged are more productive and less likely to quit their jobs. Even more importantly, they help build a positive culture around your brand, resulting in a more team-focused environment. In many cases, a highly engaged employee can even serve as your best recruiter when looking for new talent, says Popomaronis. New-hire onboarding should account for social integration with future colleagues, as well as an overview of company values and norms. This helps a new employee better adapt to the culture. Investing in continuous training also creates a growth-minded culture that benefits the entire team.
Training improves productivity. Popomaronis asserts that training is most important during the onboarding process when a new hire is still learning the ropes of their job. Even seemingly mundane tasks, like covering your business's unique jargon or explaining processes for using an in-house software program, will help eliminate the early roadblocks that slow down a new hire's productivity. Ongoing training can provide similar benefits, helping employees become more productive and efficient in their assigned roles.
Keep up with changing tech and industry trends. According to a PwC survey, 47 percent of employees feel their company doesn't address their needs when introducing new technology. At the same time, most employees across a wide range of industries "report that they're willing to spend up to two days per month on training to upgrade their digital skills if offered by their employer." Any time you introduce a new software program or adapt your processes to adjust to industry changes, you must consider how this will affect the daily activities of your workers, says Popomaronis. By providing your team with the resources they need to keep up (or even get ahead) in an ever-changing world, they will respond more positively to internal changes and be better equipped to deliver the results your company needs.
Training improves retention rates. A positive, highly engaged culture will naturally lead to better retention rates, one of the most important issues for any business owner. Ongoing training should go beyond merely keeping everyone informed of corporate policy changes. By focusing on employees' educational needs, you will help them develop new skills and reach their career goals, notes Popomaronis. Rather than having employees quit to look for better opportunities elsewhere, a quality training program will prepare your company's next generation of leaders.
To put your team and your entire company on track for a bright future, make a commitment to employee training.
Compiled by Audrey Sellers
Source: Tom Popomaronis is senior director of product innovation at the Hawkins Group. He is also a leadership contributor with CNBC and his work has been featured in Forbes, Inc. magazine andTechCrunch. In 2014, he was named one of the "40 Under 40" by the Baltimore Business Journal.
This is a newsletter provided by the Upper Midwest Association of Promotional Professionals. UMAPP is a professional trade association for companies in the promotional products industry. UMAPP covers the states of Minnesota, North and South Dakota, Iowa, and Western Wisconsin. Membership is by company, but all staff are included under the umbrella of the company membership.
For more information, contact the UMAPP office at: [email protected]