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“Let’s Talk Business” with Richard Coles “A well-informed employee is the best salesperson a company can have”

October 14, 2017 Headline News, Training No Comments Email Email

Hello Everyone,

Sales is the only thing that brings in direct revenue. No sales – no income. You can cut costs everyday but you will only reduce the loss. Some costs are also fixed. The world is becoming increasingly more competitive and Customers ever more demanding. We need to be constantly aware and open to their demands. It is a rising bar that must be jumped over if we want to stay at the top of the game.

Selling is the main activity that contributes to earnings – almost everything else is cost! Today’s customer is more educated, more sophisticated and more business minded. They know who the competition is and what they offer.

The ‘whole salesperson’ of today is required to possess a wide range of skills to be effective. We need our sales team to be the natural and whole salespersons that are known for being different and top of class. Good business practice is therefore imperative to keep us at the TOP. So, we need to increase our revenue. This is everyone’s responsibility. See Coles Training for more information for their world class sales training. 

A Note-able Story

What if you and your staff could spend 15% of your time on projects of your own choosing, pursuing ideas you think could make a difference for your organisation? What kind of lesson on goal setting would that be? That’s exactly what U.S. corporation 3M have done to encourage creativity and to allow people with ideas to take a lead.

The 15 percent rule, as it has become known, has been the catalyst for some of 3M’s most famous products, such as Scotch tape and “notably” Post-it Notes. But the “Post-it note” story is not just about giving people the time and the opportunity to follow their ideas. It’s also a lesson in perseverance and in realising success from failure.

In 1968, 3M scientist Dr Spencer Silver discovered a formula for a glue which didn’t seem to work properly. It was sticky, but didn’t stick! Another failed experiment? Possibly, if not for the predicament of a colleague.

Silver’s colleague Art Fry was experiencing a problem. Whilst singing in the church choir his book marks kept falling out of the hymnal, causing him to lose his page. Fry needed a repositionable note, one which would stick, but would not remain stuck. Six years after Silver’s “failed” experiment, Fry remembered his colleague’s low-tack glue.

You may think the story ends here and that the rest is history, but connecting a problem to a possible solution was only the beginning. Using 3M’s 15% rule, it took Fry another three years to create a practical product. Post-it notes were first introduced in 1977, and were in mass production by 1980. Today, Post-it is a globally recognised brand, with around 600 products.

Entrepreneurs with no Experience make success

Richard Branson

Richard Branson started his first venture, which would eventually become Virgin Records, out of a church at an early age. He didn’t do well in school and had no formal higher education or business training before becoming a successful entrepreneur. He simply started out selling records that he advertised in a small magazine, and grew his business from there.

Arianna Huffington

Though she had appeared on TV and in the public eye because of her congressman husband and conservative-turned-liberal viewpoints, Arianna Huffington had limited journalistic experience before starting the Huffington Post. The website, now part of AOL, is today one of the most well-known news brands on the Internet.

Andrew Carnegie

The famous industrialist didn’t build a huge fortune because of professional experience or formal education. In fact, he dropped out of school at an early age to work. He served as a bobbin boy at a cotton mill and then a telegraph messenger. He then worked his way up through the railroad industry and taught himself by reading as much as he could.

Thomas Edison

The famous inventor and entrepreneur, known for the electric light, the phonograph and the motion picture camera, didn’t get his start or reach success because of any sort of formal training or professional experience. He worked as a newspaper salesman and a telegraph operator before getting started with any of his famous inventions.

More examples next week!

The world is full of infinite possibilities and countless opportunities, but your life and career are finite, meaning you have limited time to find what you’re searching for and make your mark on the world. This is your time. It’s limited so don’t waste it. Find something you like to do and just do it. That’s how real entrepreneurs always start.

Richard Coles, Owner of Coles International Training & Consulting researches, develops and delivers real world learning and organizational solutions to clients’ needs and problems around the world. One area of specialization is Customer Service initiatives. Richard was in the airline business for over 30 years in prominent roles and worked for the best, KLM, QF and Emirates, so understands the travel industry well. To discuss your 2017 training needs, challenges, goals and strategy, visit and email Richard on:

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