7 Winning Attributes of Top-Performing Salespeople: Part 2

Updates from Marvin Montgomery
Sales Tip #588 From The Sales Doctor
7 Winning Attributes of Top-Performing Salespeople: Part 2 
The remaining four of seven Winning Attributes of Top-Performers are listed below. How do you measure up?
4. Using a Sales Methodology: Sales leaders agree that having a consistent methodology across the organization is critical to building a team of top performers. A methodology creates a common skillset, toolset, and mindset around the sales process. Top performers align their activities with the sales methodology and know what it takes to uncover whether an opportunity is qualified. They don’t waste time pursuing unwinnable opportunities.
5. Building a High-Caliber Pipeline: Top performers are rigorous about prospecting and know what it takes to reach the right people, with the right message, at the right time to build a solid sales pipeline. These high-performing sales reps possess a mindset, supported by key skills – time management, identifying goals and objectives, overcoming obstacles, and making phone calls. They also maintain a disciplined prospecting cadence.
6. Staying Open to Coaching and Development: Top sales performers love to learn and are open to feedback. When it comes to hiring them, sales leaders should look for signs of a learning mindset: Do they invest in their personal development outside of work? Do they believe there is always more to learn? Are they willing and able to effectively self-evaluate their strengths and areas for development?
7. Dealing with Adversity: Objections are a core part of being in sales, and those who can persevere through it are the most successful. When top performers face adversity, they are resilient and look for the lesson. They don’t take rejection or adversity personally.

MIELE UPDATE: G6->G7 Cooking Transition Guide!

Hi Everyone!

Please find attached the latest transition guide for our Generation 6000 à Genereation 7000 cooking series.

MIELE UPDATE: New & Improved 2022 Price Books!

I am excited to share our latest price books for 2022!

KEY HIGHLIGHTS:

  • Price Booklets clustered under our major categories: Cooking, Cooling and Cleaning. 
  • Within each Price Booklet, there is an introductory page with an overview/glossary of key product USPs, features, etc. 
  • Each individual product page features SKU images, specifications, features, standard accessories and optional accessories (if applicable). 
  • All three Price Booklets are in the process of print production.  In advance to print availability, we wanted to provide you with each booklet’s digital file.
  • Weblink: Brochures and information (mieleusa.com)

Miele Inventory Report 4/15/22

Attached you will find our current/inbound inventory report, updated daily on our Miele Dealer Portal.

A FEW THINGS TO NOTE:

  • Inventory levels shown are as of this morning’s start of business.
  • We are unfortunately at the point that unless the unit is physically in stock, we can no longer guarantee ETA’s provided by the dealer portal due to the continuing global supply chain disruption and congestion at our inbound ports .
  • Availability will change and fluctuate as a result of orders and stock movements throughout the day.
  • The inventory available is determined by the warehouse that serves your location:
    • OH & KY pull from our NJ warehouse.
    • IN accounts pull from our IL warehouse.
    • Orders can only be fulfilled out of your designated warehouse location.
  • The report that I am attaching has been slightly edited to show the most relevant information:
    • Column ‘F’ should be utilized via drop-down feature to look for specific product.
    • Column ‘K’ should be utilized when searching for availability by category (i.e. ‘Refrigeration’ or ‘Ovens,’ which we are looking great on!).  
    • Column ‘I’ and column ‘J’ show incoming inventory levels with arrival dates, respectively—again, this will change based on the amount of orders we receive daily.
  • Incoming units shown are available as of this morning—more accurate ETA’s will be shown when reviewing an order before submitting.
    • If there is no date provided, we are 11+ weeks out due to demand exceeding capacity and U.S. ports currently behind by 4-6 weeks.

Basco Freight Change

Each day at Basco, we strive to provide our customers with quality, innovation, and customer service that sets the standard for industry excellence. Despite our best efforts to absorb the continued increases in freight and fuel charges, and after additional significant review of the freight industry and its impact on Basco, we find it necessary to update our Simple Freight policy.

This update will take effect on May 16, 2022, and we invite you to review the attached updated Simple Freight Program in its entirety.

Here are some of the most notable changes:

  • The net purchase order amount required to receive free freight has changed from $750 to $1000.
  • East of the Rockies, the fee for net purchase orders under $1000 has changed from $100 to $125.
  • West of the Rockies, the fee for net purchase orders under $1000 has changed from $170 to $200.

We continue to encourage and recommend the use of our Basco trucks for those of you along our current routes.  Should you have any questions regarding these Simple Freight program changes, please contact your Basco Regional Manager.

Edgar Berebi Pricing 5/15/22

Anne Artist Collective will be increasing prices on Edgar Berebi Cabinet Hardware & Urban Metro cabinet hardware beginning May 15, 2022. Supply costs, utility costs, and labor costs have necessitated these price increases. The Manufacture Suggested Retail Prices have not increase since 2014, but as of May 15, 2022, Edgar Berebi Cabinet Hardware will have a 10% increase. Urban Metro Hardware a 6% increase. All orders received on or after May 15, 2022, will be cost-base with the new prices. Anne Artist Collective continues to provide quality hardware. We appreciate your continued support as an important customer. Please use this links to download the new 2022-2023 price list
Download PDF Version

Top Knobs/Atlas Freight

Several years ago, we launched our Flat Rate shipping program to make pricing freight easy for you and understandable for your customer. It has been a few years since we last reviewed and updated this program, and as you are aware, freight costs have significantly increased during this period. Therefore, on April 25th, 2022, we will be making a modest increase to the program.

The details of these changes are as follows:

  • Orders Under $100: $11 flat rate per shipment ($7.75 freight plus $3.25 packaging & handling fee)
  • Orders $100 and Over: $16 flat rate per shipment ($12.75 freight plus $3.25 packaging & handling fee)

Information on the Flat Rate Expedited Program:

  • Remember, if your order is drop shipped, you need to add $3.75
  • Expedited service orders usually ship the same business day if the order is received by 2:00 pm Eastern Time and your account is current
  • Cash on delivery (COD) orders are billed at regular UPS rates and do not qualify for the flat rate freight program

Additional Information:

  • Also available but not in our Expedited Program: “UPS Next Day Early AM” and “UPS Next Day Saturday”
  • Same as above for ground service, flat rate expedited is not available to Canada. We do not drop-ship to Canada

We believe this program is a beneficial tool for you and your customers, and we appreciate your support of this program. If you have any questions or need more information, don’t hesitate to contact your local sales representative or our customer service team.
 

Robern LT Report 4/14/22

Robern Customer Delight Team

•        We are currently between a 24-48 business hour response time.

Please see attached for an update on Craft Series inventory.

CategoryProductModel #Ship DateBack to Normal Lead Time
Medicine CabinetsPL Portray – all sizes and versionsMay experience slight delays up to one week1st week in May
Medicine Cabinets & MirrorsMain Line – Rosemont – Brushed Bronze End of April1st week in May
Medicine CabinetsProfiles – Matte Black – 48” H End of April1st week in May
Medicine Cabinets, Vanities, Lighting, MirrorsProfiles – Matte Gold TBDTBD
MirrorsVitality – Inset – 24” W x 40” HYM2440RIFPD33rd week in April3rd week in April
VanitiesProfiles – Polished Nickel – 12” W End of April1st week in May
Vanity AccessoryGlass Hair OrganizerVAHAIRORGTBDTBD
Vanity TopsBodo/Skaarsgard Integrated Top – 36” WTA36MCO102-8CS8Limited quantities shipping middle of April; Shipments between now – JuneMiddle of June

Classic and Inspire finishes, Profiles vanities, and Engineered Stone Tops are at a 4 week lead time.

All other cabinets, wall mirrors, vanities in the Essentials finishes, lighting, and glass tops are at a 2 week lead time. To review standard lead times, visit here.

Basco: Important: Strata Glass No Longer Available!

We regret to inform you that our Strata Glass Option is no longer available to order due to circumstances out of our control. This change takes immediate effect. 
 
Please do not place any more orders for Strata glass, and kindly remove and discard Strata glass from your glass sample boxes

If you have a customer who is interested in Strata glass, consider recommending our Rain or Vessence Glass Options! Both options offer a similar level of privacy and texture.

Thank you for your patience as we work through these continued supply chain challenges. We appreciate your support.

MYSON PRICING