Monthly Archives: March 2013

Incident Report and Daily Activity Report App Update

OfficerReports.com provides a web enabled incident report and daily activity report appWe thought now would be a great time to first say “Thanks!” to all the companies that have signed up and are trying our web based Daily Activity Report and Incident Report App.  We are flattered that you have received our products with such open arms and provided us with such GREAT feedback.  We designed our app to be easy to use, so we are happy that you have found it to be exactly that.

Here are a couple of announcements that we would like to make to keep you updated as we continue releasing what will become our core features:

Incident Report & Daily Activity Report App Update

  • The Incident Checklist feature has been enabled for the mobile devices and we will be enabling the administrators access to setup the checklist this weekend.
  • The Pass On Log features have been enabled and are ready for use by your security officers.
  • The Truck Check In & Out features have been enabled and are ready for use by your security officers.
  • We will be enabling the full set of administrator features this weekend.
  • We are looking for 1 – 2 more vendors to help us beta test the FREE Employment Application service.  If you are interested please leave a comment below.
  • To better assist you in rolling out the App to your staff, we are in the process of establishing regularly scheduled web based trainings to help you get them fully trained.  Our intent is to do 2 trainings per week, one (1) in the early morning and one (1) in the evening.  Until then, we are scheduling the trainings on an as needed basis.

Again, we would also like to say thanks for all the GREAT suggestions regarding our Daily Activity Report and Incident Report App.  Please be patient as some minor changes will get done now and others will be completed with future version updates.

If you know of anyone who would be interested in a free Online Demo please let us know!

 

7 Keys to Building a Sales Team

Key-to-successI once had a manager tell me that very few small security guard vendors are successful at creating effective sales teams for their organizations.  It is a fact that many of the successful small – medium sized security guard vendors that I have known grew their businesses through the direct efforts of the ownership team.  There is truth to the statement that “…no one can sell your business as well as you do.”

Many companies start to encounter problems continuing to grow their businesses when they reach a point where the owner can no longer manage both the sales and operations functions of their company’s simultaneously.  When that point arrives, many owners will hire a business development manager or sales executive to come in and continue that growth.  Unfortunately, many business owners don’t understand the dynamics involved in building a true sales team.  Don’t fall into that trap of believing that because you were able to hit the street and just make it happen, that salespeople should be able to do the same thing.  Because the truth is, as you may have learned by now, that it just doesn’t work like that.  Here are seven steps that you can take to help ensure the success of your sales team.

  1. Hire the right people – Keep in mind that unless the salesperson has come from a small business like yours, this could be a bit of a culture shock.  Make sure that you let them know that the sales effort will be more collaborative and maybe less structured than what they are used to.
  2. Give them the tools – Make sure that you have the necessary tools that they will need to win business:
  • Technology like cell phones, laptops, Customer Relationship Management (CRM) system, etc.;
  • Collateral such as business cards, presentations,  and brochures;
  • Leads or a way to generate them.
  1. Training and on-boarding – It might be tempting to hire salespeople and let them loose as quickly as possible.  However unless they understand your customers, understand how you want them to sell, and how you want them to document their activity, you will be setting them up for failure.
  2. Define the process – Have a predetermined map of what a sell looks like from beginning to end and what is required of the salesperson at each stage.
  3. Give them the metrics – Make sure that they understand how they are being measured.  What do those metrics look like 30 days from now, three months from now, 12 months from now?  Make sure you explicitly understand how you will be evaluating their efforts.  Are they expected to make a certain number of calls per week, schedule a certain number of appointments, etc.?
  4. Give them time – Remember how long it took you to get your pipeline filled and make sure that you don’t have unrealistic expectations.  Although there may be some short term success, the work that your salesperson does now will really start to pay off in 6 months to a year.
  5. Coach Coach Coach – Don’t be afraid to get your hands dirty.  Go out on sales calls with your salespeople so they gain a clear understanding of what it takes to be successful selling to your customers.

Starting a sales organization can be both a rewarding and frustrating thing.  Take the steps above and tweak, massage, and reshape them to best fit your needs and help move your organization toward success.  

As we continue to grow our business helping security vendors replace their paper daily activity reports, incident reports, etc. using our Officer Reporting App we look forward to sharing lessons learned.  If you have tips on how you grew your sales team please share your comments.  Did we overlook anything on our list?

 

By Courtney Sparkman

Marketing: Art or Science?

MarketingContrary to what most business owners, managers, and most of the world thinks, customers do not come beating down your door because you’ve invented a better mouse trap. It is up to you as the creator of this new mouse trap, to get the world to first notice, trust, and like you before they will buy your product or service.

Most companies accomplish this through effective (and most of the times not so effective) marketing of their product and services.  Surprisingly, one of the unspoken secrets of the business world is that most people are not very happy with the results of the marketing activities that they engage in.  I’ve seen many businesses who felt that mailing out a brochure or sending out an email blast would be enough to drive hundreds of customers to their doors. The truth is that there is no single silver bullet solution, marketing is more of an art than a science.

More Art Than Science

Marketing can be the most frustrating and at the same time rewarding undertaking for any manager. Yo can have GREAT results one week, followed by disastrous results from the same campaign the following week. When your marketing doesn’t work, it can be a myriad of things that aren’t working. Is the offer attractive enough? Is it eye catching enough? Is it believable.

Aside from those considerations, when building a marketing campaign there are two rules that you should always keep in mind:  1) Never spend a ton of money on a marketing campaign that has not been tested. Until you have found a really successful marketing vehicle, spend a little money  here on this one, then spend a little money there on that one, and then a little money everyplace else until you have determined a good mix.  2) Repetition is essential in any marketing campaign.  Studies show that a person must see your product NINE times before they will feel interested enough to actually consider buying it.  It is through repetition that you establish your credibility, establish brand familiarity, and become the first thought when a need for your product or service arises.

What’s been your experience with marketing for your company?  Please share any marketing tips that you have found successful.

 

By Courtney Sparkman

What is OfficerReports.com?

We are a company dedicated to speeding the delivery of important information between security guard vendors, their security officers, and their clients by eliminating “paper pushing”.  OfficerReports.com saves them time and money and provides added value for security guard vendor clients.

By Courtney Sparkman