Healthy Competition In Team Sports Teaches Life Skills

The word “competition” brings to mind images of athletes or sports teams striving to do their best and working hard to accomplish significant goals. For most of us, achieving goals and enjoying life is at least partially dependent on working together and getting along with others. Many of these essential relational skills are learned in the developing years as children move from childhood through adolescence and into adulthood. Given the importance of these key life skills, our society would benefit greatly by ensuring that kids are provided with ample opportunities for working together and getting along with people. Such relational skills can be effectively taught (and caught) in the context of an organized sports program.It seems that kids are born with an innate sense of competition and a desire to win. Our society, schools, and sports programs all cater to this inclination to compete with various games and challenges. Such challenges have been a part of human society from the beginning, and this competition develops a number of important skills for use throughout life.As an example, the desire to be the champion and top dog often pushes people further than they would choose to go on their own. This dogged determination to win is what drives Olympic athletes, CEOs, and many leaders to attain to lofty positions. However, the downside of unchecked competition is that negative traits including roughness, a domineering attitude, and unsportsmanlike conduct can develop and can take over a person. Such negative traits can be very harmful, and if not kept in check, can lead to damaged and broken relationships.

This danger for unguided winners to develop poor attitudes is precisely the reason we should encourage children to get involved in team sports programs and other organizations where healthy competition is encouraged and promoted. It is often within these organizations that essential life skills are taught and where the development of proper attitudes can be nurtured.By participating in organized team sports, kids can begin to truly experience the thrill of winning and the pain and discouragement of defeat. By experiencing these emotions in the context of their sports community, children can begin to understand the roots of their emotions and how their emotions can affect others. In addition, parents and coaches can observe how kids react and can provide encouragement and guidance as needed when and if inappropriate behavior and reactions are observed.Within the context of an organized sports program, a skilled coach can help and encourage the winners to revel in the victory, and yet do so in a way that does not put down the losers. In fact, if the kids on the winning team can learn how to reach out and encourage kids on the losing team, they have learned an extremely valuable lesson that will serve them well throughout their lives. In the same way, the losers must learn the essential skill of losing well and not withdrawing in self-pity or lashing out at the winners, their teammates, or their coach. Winning and losing are a continual part of life, and developing key skills to cope with victory and loss will go a long way in helping young people cope effectively with the ups and downs of life.In developing life skills, there is a significant difference between team sports such as basketball, baseball, and soccer and individual sports such as tennis and racquetball. Individual sports typically focus on developing the competitive side of an individual, but organized sports programs can teach so much more. On a team, the children learn to work together to accomplish things that they could never do on their own. In addition, the coach can provide encouragement and direction, and the kids themselves can encourage each other when they are down. On a team, kids can also develop the confidence to try new things that they might otherwise not try. Such an encouraging and supportive environment is rarely found in an individual sport, but can be commonly found on sports teams. Out of necessity, teams learn to work together to accomplish mutual goals and such skills will help carry them through life and work.

In summary, the competition and cooperation that occurs in organized sports programs can be very healthy and helpful for developing essential life skills. In a well-run program, team sports encourage children to work together, encourage one another, and get along with others. A quality and gifted coach can develop these skills in children, and our children would be well-served into adulthood and our society would benefit by having these skills engrained into our children’s character.

The Important Role Of Public Relations

Public relations is fundamentally the art and science of establishing relationships between an organization and its key audiences. Public relations plays a key role in helping business industries create strong relationships with customers.Public relations involves supervising and assessing public attitudes, and maintaining mutual relations and understanding between an organization and its public. The function of public relations is to improve channels of communication and to institute new ways of setting up a two-way flow of information and understanding.Public relations is effective in helping:* Corporations convey information about their products or services to potential customers* Corporations reach local government and legislators* Politicians attract votes and raise money, and craft their public image and legacy

* Non-profit organizations, including schools, hospitals, social service agencies etc. boost support of their programs such as awareness programs, fund-raising programs, and to increase patronage of their servicesPublic relations in present times employs diverse techniques such as opinion polling and focus groups to evaluate public opinion, combined with a variety of high-tech techniques for distributing information on behalf of their clients, including the internet, satellite feeds, broadcast faxes, and database-driven phone banks.As public image is important to all organizations and prominent personalities the role of public relations specialist becomes pertinent in crisis situations. Public relations agencies provide important and timely transmission of information that helps save the face of the organization. In the words of the Public Relations Society of America (PRSA), “Public relations helps an organization and its public adopt mutually to one another.”Experienced public relations agencies have formulation press releases into which they can plug the company news, as well as a targeted list of publications for their industry. Truly good public relations agencies generally have a good working relationship with key reporters, boosting their chances of getting coverage. Some public relations agencies deal only with large, established clients, while smaller boutique public relations agencies specialize in certain areas.At present public relations as a career option exists in private companies or government institutions that actively market their product, service and facilities. Public relations training courses are widespread in educational institutions. According to the U.S. Bureau of Labor Statistics, there were 122,000 public relations specialists in the United States in 1998 and approximately 485,000 advertising, marketing, and public relations managers working in all industries.

Most public relations practitioners are recruited from the ranks of journalism. Public relations officers are highly trained professionals with expertise and knowledge in many areas, for example shareholder management during a crisis, the evolving role of the in-house public relations professional, account management skills for public relations, an introduction to financial public relations, an introduction to consumer public relations, an introduction to public relations software etc.

Could Now Be the Time to Start Up a Domestic Services Franchise

Domestic Services franchise businesses make excellent recession tough businesses in the UK. Owing to the reality that numerous domestic services are necessities its possible that any franchise opportunity in this industry will flourish since there is continuous need due to services breaking down or requiring service.Domestic Services franchises cover a variety of services for example:-

Domestic Cleaning Franchise opportunities
Domestic premises always require cleaning whether it be general house cleaning, carpet cleaning, upholstery cleaning and other such services.

Handyman Franchise opportunities
Theres always odd jobs that need doing in the house and finding a handyman is not as easy these days as it was. Specialist handyman franchise opportunities have been formed which provide for this marketplace.

Kitchen Service Franchise businesses
Kitchen services such as oven cleaning cover the sort of jobs people put off forever and having another person do it for them is an desirable offer. Kitchen door replacement franchise opportunities can give a facelift to a kitchen which is in need of a sprucing up.

Utility Franchise opportunities
Gas and Electrical services are more and more regulated and there is a perpetual requirement for people with the training to perform home electrical and gas servicing and maintenance.

As with any business investment, when looking into taking on a Domestic Services Franchise business its prudent to carry out your research properly:-
What is it you enjoy doing? Study the selections and see what works best for you. You can see our %LINK3% section for a helpful variety of franchise businesses.
Take time to assess your funds and savings… what are the franchise costs and setup charges involved in the franchises for sale that are of interest to you
Make contact with the franchisors which attract you and discover everything you can in relation to their systems.
Organise to go to the franchisors head offices and get some insight into their operation and backup facilities.

Pick up a list of franchisees that you can chat to regarding each franchise. This will usually provide you a reasonable, on-the-ground view from those people who are operating the franchise system as a lifestyle.
Ensure you are up to date on the legal side of investing in a franchise by talking to a professional franchise lawyer.
A good number of the major banks have franchise departments… get in touch with them to discover what funding and facilities are offered.
In conclusion, make your choice and commit yourself to the necessary training and working the established system.

Purchasing a New Automobile

Should you be considering the purchase of an automobile, there are some common traps that you will be smart to elude. Continue reading to find out how you can obtain the best deal from your bargaining.As you are dealing with a salesperson at an automobile dealership, you want to make certain that you maintain the position of control. Making sure that the salesperson is aware of the fact that you are looking solely for the best price with no regard for loyalty to any dealership should keep him off balance. You must drive the dialogue.As you affirm your place as the one controlling the negotiations, do not forget that the salesperson is not your buddy. Do not establish an amicable relationship with a salesperson until you have signed the forms and the deal is done. Up to that time, he is just representing the dealership in your particular business deal.

The salesperson surely will try to create a friendship with you since such a personal empathy will increase the probability that you will agree to unfavorable prices and terms. It is for this reason that you must maintain the relationship as a serious business transaction.Performing some research before you go to the dealership will help your bargaining position. Check the newspaper for advertisements showing prices for the automobile in which you are interested. You can also obtain good insight by finding the Kelly Bluebook value of the vehicle.Should you be determined to discover just exactly what the vehicle is going to cost, find several previous customers who purchased the automobile you want and examine the terms of their sales contracts. With this data, you can calculate the best cost for your automobile by contrasting baseline price plus the cost of add-ons.

Remember that the dealership needs your business more than you need the dealership! They cannot simply scare up another customer, but you certainly can locate another dealership should you not get satisfactory terms.Lastly, do best to exude confidence via your speech, actions and even your stance. Demonstrate to the salesperson that you have no self-doubt whatsoever, and he will not have the opportunity to use it against you. Do not forget that you are in charge! And never agree to buy the vehicle until such time as you are satisfied with both the vehicle and the terms of the sale.

Why Personal Finance Software Is Important

Why personal finance software is important These days, technology has really revolutionized people’s way of life, including their financial life. Back in the day, most people used a pen and paper to document their earnings, spending, and finances.What is personal finance software?Home finance software refers to a financial tool that enables you to prepare a budget, track your expenses, and check your overall finances. These days, there is no valid reason why you should be disorganized and mired in debt because there are many good personal finance programs that you can use to keep track of your money, plan your future, and completely control your finances. If you have a PC or laptop, you are lucky because you can easily find good home finance software at little cost. Application programmers have now catered for the high demand for these applications as they now come with all sorts of functions and capabilities that can save your money, time and effort.

AnalysisYou can now analyze your finances unaided. However, this kind of analysis can be much easier if you have some accounting background. Finance software will analyze your important financial details. Details such as your monthly expenses will stick out. Many personal finance applications also allow personalization. If there is one particular aspect you want to know about your finances, you can simply create a specialized analysis. Many personal finance programs can also give you a monthly analysis-an excellent way to see how you actually spend your money on a monthly basis.Budget creationWe all know the importance of a personal budget. But creating a real budget that you’ll stick to is easier said than done. You can find a personal finance application that creates a realistic budget for you. Simply enter your basic information into the software and quickly create a simple budget.Checkbook balances and bill paymentsSometimes you’ll fail to pay bills on time. When it happens, interest rates are more than likely to shoot up. Fortunately, you can avoid this mistake once and for all. Look for a personal finance application that’ll remind you when to pay your bills. Likewise, you can accomplish balancing your checkbook by just ticking a box. Sum up any amounts withdrawn from your account and check carefully anything that seems suspicious. Once you have everything on record, it becomes much easier to know how your finances are faring.

Trust yourself and no one elseWhen it comes to finances, it is best to keep track of all you have carefully. You may trust your finances with your financial adviser, but it is still important to know where every cent is at, always. With a personal finance application, your money will never be far away from you. Whether you are paying bills, balancing your checkbook, tracking your paycheck, or creating a personal budget, you should not live without personal finance software.

Teaching About the Election to Elementary Students Using Literature and Technology

Teaching about the election can be an interesting process. Of course the best way is to hold a mock election, or even better, a school election with children running for various offices. As with all curricular areas, experiencing the learning by participation cements the concepts.Other ideas for teaching about the election include:For Kindergarten and Grade 1Read a book about an election and discuss the elements of election. Books I choose to use are “Duck for President” by Doreen Cronin and Betsy Lewin (2004) and “My Teacher for President” by Kay Winters and Denise Brunkus (2008.)After discussing the election process we make campaign posters. Students use a drawing program on the computer (I use KidPix) and type “Vote for ______” in huge letters. They add decorations to complete the poster. We print in color and staple to construction paper. Hanging this campaign poster on their bedroom doors will remind them of what they learned about the election.

For Grades 2 and 3I read an election book such as “Pete for President” by Daisy Alberto (2004). We discuss election procedures but also emphasize telling the truth during the election process. During the story there is a page where there is a debate. I stop the story, have two kids join me up front, and simulate a debate. Sometimes I even tell one of the students to make outlandish claims about what he or she would do if they were to win. We finish reading the book and then discuss ways that students can improve the school.The second graders make campaign posters just like the younger students but they add four ways they can make the school/world a better place. Examples might be: Eliminate bullies from the playground, Pick up Litter on the Playground, Be Nice to All People, Help Raise Money for New Library Books, etc.In Grades 3 through 5As the children get older I begin to teach about the electoral college. The best book I’ve found for this is “Grace for President” by Kelly Dipucchio and Leuyen Pham (2008.) After reading this story I send the students to explore an online simulation game at the Scholastic News website.

Grade 6: By the time students are in grade 6 they are ready to explore the issues of the candidates. To do this I ask the students to choose six issues to research on the websites of the candidates. The information that they gather can be presented in any manner; for instance, a 2-column display comparing the issues or using an organizing software such as Inspiration to create a web of information.Overall, the more concrete examples you can give to students about the election will assist them in learning about the process that we embrace within our country.

Fashion and Accessories Home-Based Business

If fashion is what your language is, then you can be good at fashion and accessories making home-based business. The world is thrilled with the enhancement that fashionable items and artistic outputs can do. Life could be dull without fashionable clothes, creative beads and pieces, beautiful shoes, nice costume jewelries, and modern bags. Young and old individuals are more open-minded in carrying what’s in. Women have become trendier while men have started to dress for the day-with or without occasion.

To start a fashion and accessories business, you must be aware of latest trends in dress and apparels. Be aware that your competitors are malls and shops that are mushrooming everywhere but be challenged to provide what they cannot which is house-to-house transaction. Your clients need not spend money for gasoline just to travel to the shops to get a new pair of accessories or dress. There are two options you can choose in venturing into fashion and accessories business. First is that you can get good deals from wholesalers and producers of signature and non-signed brands that are sellable. Second is that you can create your own line of jewelries, accessories, bags, shoes and watches. Whatever products you will be specializing on, you must zero it down to establish a more specific identity as a company.

If you will be creating your original clothing pieces and costume jewelries, you must be largely creative in terms of fashion and jewelry designing. This could be a greater challenge and test as to what extent you are capable for producing. You might need extra hand to create multiple products to suffice multiple orders. Always be ready to set reasonable prices for your customers.

3 Benefits to Using Cloud Yoga Business Software for Your Yoga Studio

A Fictional Tale of Two Yoga Teachers:Wendy and John are each starting a yoga studio. They have their space, a website, and recently opened for business.They also chose to administer as much of their business as possible on computers (who doesn’t these days). They each have a laptop so they can be mobile, or so they think. They also have a desktop in their studio.Students are coming to their classes and they’re delighted by this. Yet, they both desire more students. Their business is in a growth stage.When not teaching classes and chatting with students, they’re on their computers taking care of the financial aspects, marketing, curriculum / class planning, and overall administration of their business.When they started, they weren’t sure the direction their business would take so they held off buying any specific business management software. Instead they used Word and Excel to take care of their software needs. So far their software set up is working okay, but they see the writing on the wall how something more sophisticated could save them time.Wendy and John go online to start looking at yoga business software options. They’re pleased that there’s a lot of options. Of course options mean making a decision.Wendy decides to go with a cloud computing software platform while John opts for an installation software option.Wendy’s option requires that she pay a monthly cost to use her software. John likes the fact he only pays one time for the software.Wendy logs into her software account through the Internet and sets up your software for your business. It takes a few days to get familiar with it, but within a week she has her software working for her with a class schedule set up and she’s put her student contact information into the database. She also set up her autoresponder email account and integrated it with your student contacts.John installed his software on both his laptop and desktop computer. He opted for no server and instead figured out how to network the two computers together so when a change is made in one computer it’s reflected in the other computer. He spent about a day getting his software installed and networked.

Like Wendy, he takes a few days inputting his student contact information and formatting his class schedule in the scheduling software. His email software is separate, but he’s managed to integrate it using an APP with his installation-based yoga business software.Fast forward 2 years. Both their yoga businesses are doing better than ever. Each of them hire 2 teachers to teach designated classes and a receptionist. This growth required more computers for their staff. Wendy, simply upgrades here software to add another user. Her staff simply logs into the software through the Internet.John buys another license and then goes through the installation process. Now he must network another computer. He’s read that using a server is a good idea, but has no idea how to set up a server. Given his business is growing, he decides to hire a networking consultant. After buying a dedicated server and paying networking consultant fees, John spent $1,500. His software also upgraded 6 months ago and so he paid $300 in upgrade fees.As their businesses grew, both Wendy and John started selling some retail items in their studio and on their website. They also discovered how effective email marketing is to student retention and growing their business. Wendy’s online software platform offered e-commerce, credit card processing, and integrated e-mail marketing software. She was able to set up her stores and beef up her e-mail marketing quickly.John leased credit card processing hardware, bought a license for e-commerce software and continues to use his original e-mail marketing software that’s integrated with his student contact database.At this point Wendy’s entire yoga business software is centralized and accessible over the Internet. John uses several software services that are installed and networked among his computers. As John’s business grows, his computing needs become more complex and he now has his networking consultant on speed-dial.He now budgets annually for computer consultant fees – something he never anticipated. He of course has heard about cloud software and is now interested in making the switch, but is reluctant given the amount he’s invested in his desktop installation software. He’s going to wait and see.Wendy pays a monthly fee for her service, but is pleased with how easy it is to add new users and grow her business with hardly an interruption in doing her core activities – which is teaching yoga and marketing her business. In fact, Wendy is considering opening another yoga studio knowing aside from finding and designing space, here business is easily duplicated at another location.John would love to expand to another location, but is concerned about the expense of expanding and managing his business so that all his business information integrates seamlessly between his multiple locations. He puts expansion on hold.About Cloud Computing SoftwareWhat is Cloud Computing Software?It’s software that’s hosted by the software company. When you sign up, you get an account and all your software is handled on the cloud – that is hosted and powered by the company’s servers – not your servers. You simply access it online.The biggest reason business owners are reluctant to use cloud computing is the ongoing cost. Most cloud computing software platforms charge monthly to use the service. This ongoing cost is understandably a concern, especially for new businesses. The last thing you want is to be committed to ongoing costs if at all possible avoided.However, when you look at the long-term of your business, and your software in particular, there’s ease-of-use and expansion to consider. With installation software you must always consider the upgrade costs and potential for paying consultants to maintain and grow your network. These unforeseen costs can be hefty in the long run.
3 Key Benefits to Using Cloud Software for Your Yoga Business Software

1. Access it AnywhereBecause it’s accessible over the Internet, you can access your entire software set up wherever you have an Internet connection (which is pretty much everywhere these days).2. Integrates it with your WebsitesA quality cloud software service for yoga studios makes it easy to update it simultaneously with your websites. For example, when you make changes to your class schedule, those changes are immediately reflected on your website where you post your class schedule. There’s no need to go into your website(s) and manually make the changes (assuming you remember to do this).Also, if you have e-commerce on your website selling gift certificates, yoga class packages, and perhaps gear and apparel, when you make pricing changes (or any changes) in your software, it’s immediately reflected in your website(s).3. No installation and networking costsThis is a biggie. Many business owners when starting out with buying software tend to undermine this. With cloud computing you don’t have to worry about installation and networking your software. As you can see from the above Tale of 2 Yoga Teachers, John’s software costs escalated beyond what he anticipated because of unforeseen consultant costs. This is common with specialized business installation software. Networking software among computers is not an easy task and usually requires an expert to do it well.Will your yoga business fail by not using cloud computing yoga business software? No, but it could make administration and growth more difficult.

How to Choose the Best Jewelry and Watches?

Are you interested in purchasing a new watch? This is an important decision as you will need to find an accessory that will really add value to yourself. There are some criteria that you will have to respect when purchasing a watch or a jewel. The aim of this article is to provide you some more information on this topic to help you take the best decision.First of all you should consider your dress. Whenever you are purchasing jewelry or watches you should always make sure that it is suited to your clothes. This is because not all watches or jewels will match your dress and you can end up with an unpleasant surprise. This is why it is advised that you wear something close to the dress that you will be wearing at the party before purchasing your accessories.

It will also be important that you take into account your personality. There are some people that may look great with a particular accessory but another may look weird. Do not make the mistake of buying jewelry or watches just because they are merely fashionable. Instead it is important that you buy jewels that match your personality. Take adequate time to try the watches or the jewelry. It might also be interesting for you to bring a trusted friend along in order to get some feedback.You should also take your budget into account. We all want to have the most exciting jewelry or watches but we should be realistic. If it is beyond our budget then we should forget it. There is no point in breaking the bank in order to buy an accessory that you will be wearing only once in a while. You will end up being more profitable by investing the money in some other items.

You should exercise caution when purchasing jewelry and watches. It is easy to succumb to impulse buying and purchase something that does not match your personality and only for it to finish at the back of a cupboard. There are even people that buy such accessories in order to feel accepted by their peers. It is important that you avoid such mistake at all cost.

Rep V. Direct: How to Best Organize a Sales Team

Sales executives are constantly searching for the ideal structure of the sales team. Should the team be composed only of direct sales people? Should the team be composed only of manufacturers’ representatives? Experience shows that a hybrid sales organization, composed of a blend of direct and indirect sales employees (manufacturers’ representatives), combines optimal performance, cost effectiveness and flexibility.If one observes several sales organizations over an extended period, she’s able to see that relatively often, sales executives make sweeping changes to those organizations, from all direct to all rep, and from all rep to all direct. Invariably, the observer is able to note that sales management ultimately reverses many of those sweeping changes. Sometimes sales executives benefit from observing changes made by others. Unfortunately, too many sales executives develop the understanding of the benefits of a hybrid organization by making one or more poor decisions and then repairing the organization after problems surface. The most durable of sales organizations are those that use a hybrid technique, employing a mix of both direct sales staff and manufacturers’ representatives. Sales teams composed entirely of all direct people or entirely of manufacturers’ representatives are generally not ideal.Why “Direct Only” Teams Are Not IdealMany CEOs and executive teams believe that the best way to build relationships with customers is with a sales team composed only of direct employees. In this example, sales staff cannot be distracted with unrelated business and other product lines. No one can blame the inexperienced CEO and executive team for thinking this way. A salesperson is able to devote 100 percent of this time to the company. A direct sales team suffers from far fewer distractions than a rep sales team. However, experienced CEOs and executive teams understand that they must thoroughly look at a direct sales team before converting to it. Direct sales teams are quite expensive to train and support. The company must support offices in all major markets. Those offices bring along with them assorted costs: rent, administrative support, office equipment, utilities, etc. A competent manager who can work well and represent the company without direct supervision must manage the office. The company must train and occasionally upgrade each office manager.When sales are growing, the office manager must hire and train new sales staff. The company must train the manager in hiring and training techniques. The company must also train the office manager in firing techniques, in hopes of avoiding legal problems.As sales grow, the office must expand to meet growing demands upon the sales office. Cost of sales rises as sales grow. Sales, however, do not grow forever. Ultimately, sales flatten and roll over. Sales usually roll over earlier and more abruptly than hiring plans. Sales may dip at anytime during the year, but hiring plans are usually set at the beginning of each calendar or fiscal year. As a result, hiring is sometimes still underway when industry and office sales are falling. Such dynamics create an environment whereby cost of sales, (as measured by the total cost of running the sales office, divided by the total revenue that the office generates, expressed as a share of sales) rises rapidly.

When a sales office has healthy sales, the company can manage its cost of sales and support them at a predetermined level. If sales grow for a long period, the company can manage the office to cut cost of sales. The sales office can benefit from economies of scale. A sales office supporting 20 salesmen doesn’t need more copiers, fax machines and conference rooms than an office supporting only 10 salesmen. Unfortunately, sales ultimately roll over. It is difficult to cut costs immediately. The office manager must usually see several months or quarters of declining sales before realizing that he must cut costs, including headcount. During this time, cost of sales rises, sometimes well above tolerated levels. The sales office manager and the company cannot cut costs quickly. Which is a chief reason that totally direct sales teams are undesirable.Why “Rep Only” Teams Don’t Yield Peak PerformanceRep only sales organizations afford a number of benefits to the sales executive. The sales teams are already in place. Hiring and firing of salesmen is not the direct responsibility of the sales executive or his regional sales managers. Manufacturers’ representatives generally hire and fire as sales move up and down. The cost of running a rep only sales organization rise and fall directly with the level of sales. A significant benefit of the rep only sales organization is that cost drops immediately when sales drop. It’s possible to accurately forecast cost of sales as a share of total revenue. Cost can never get out of control by hiring too many salesmen, buying too many computers, or leasing too large an office; not infrequent problems for direct sales organizations.Manufacturers’ representatives are not always the panacea for companies looking to hire or expand a sales organization. Large customers often demand direct sales staff; not indirect staff from a manufacturers’ representative. Large customers view their largest suppliers as strategic partners, and like the ability to communicate directly with those suppliers. Communications is sometimes slower and less clear when a customer must communicate with a manufacturers’ representative, who in turn communicates with the supplier. Customers may set the style with which they deal with suppliers as part of their purchasing strategy. For example, they may decide to deal with no more than two or three suppliers on any commodity and to deal with those suppliers directly. This disallows conducting business through manufacturers’ representatives. A supplier must recognize and honor such a strategy, or be ready to suffer undesirable consequences. A supplier must never turn a tin ear to a request from a customer demanding direct sales representation.Large suppliers view their largest customers as strategic partners, and like the ability to communicate directly with those customers. They view the delay when communicating through a manufacturers’ representative as an unnecessary burden. When large suppliers invest management time with strategic customers, they do not want to dilute that investment by sharing management time with manufacturers’ representatives. The incapacity to offer direct coverage to strategic customers is the primary reason that a sales team composed only of manufacturers’ representatives is unattractive.First and Foremost: Do No HarmRecognizing that something is wrong, many sales executives make bold, sweeping structural changes to their sales teams. Fire all reps and hire a direct sales team. Fire all direct salesmen and hire a network of manufacturers’ representatives. Either approach will certainly repair some problems. More than likely, however, extreme changes are very prone to creating new problems of equal or greater scale.Why do so many companies replace one poor-performing sales organization with another that destined to yield performance that is no better than the original? The two most common reasons are inexperience and weakness of the sales executive compared to the rest of the management team. Perhaps the inexperienced sales executive has risen through a single company with an all-direct or all-rep sales force. Now, managing the global sales organization, he opts for sweeping change from all-direct to all-rep, or from all-rep to all-direct sales without benefit of understanding thoroughly the benefits and problems with either a pure-rep or pure-direct organization. Alternatively, the inexperienced sales executive may have developed his management skill at a company employing an all-direct sales organization. He may not feel comfortable managing if hired into an all-rep company. No one can fault a sales manager if he sees massive problems and concludes that he must make sweeping change to an all-direct sales organization. Only inexperience allows him to make a major, highly disruptive change.Another reason companies make dramatic changes in the structure of a sales organization is that the sales executive is weak. If cost-of-sales, expressed as a share revenue is too high, the CEO, the rest of the executive team, or both can apply pressure on the sales executive to affect change and cut cost. If the sales executive lacks the strength to defend his team or the structure of the sales organization, he merely becomes the messenger, not the manager.

The message to the sales executive feeling pressure to make sweeping change in a sales organization is to adhere to the Hippocratic Oath: First, do no harm. Any sweeping change imposed upon the structure of a sales team will initially be disruptive. Make sure to justify the disruption and be very sure that the change, once implemented, is most likely irreversible. Sweeping change brings disruption, higher cost of sales and lower productivity. All of this might be worthwhile. However, if a sales manager imposes sweeping change and then reverses course within a year or two, disruption from the reversal is much greater and more costly. A reversal of an organization change brings with it disruption, higher cost of sales and lower productivity just like the original change. However, an organizational reversal can erode the sales team’s enthusiasm. A company can handle disruption, higher cost of sales and lower productivity if repaired relatively quickly. Repair of an unmotivated sales team takes much more time.”Hybrid Sales Teams” Work BestA supplier always looks to optimize its sales organization. If a company continuously focuses on cost of the sales organization, use of manufacturers’ representatives is mandatory. The benefits of manufacturers’ representatives are too great to ignore. However, manufacturers’ representatives may not satisfy the requirements for some customers. Strategic customers demand direct interface, excluding the use of reps. The best alternative then, is to merge some of the best features of both a rep and a direct sales organization. Implement a direct sales team to cover the sales to all strategic customers, while simultaneously bringing about a sales team of manufacturers’ representatives to cover all other customers.A hybrid sales team benefits from the cost effectiveness of manufacturers’ representatives. The same team can deal directly with strategic customers. The sales executive may take advantage of the non-disruptive flexibility when adding or deleting customers on strategic customer list. A secondary benefit of a hybrid sales organization is bench strength. Well-seasoned, top-performing direct sales personnel represent a talent pool from which from which to draw regional sales managers.ConclusionExperience shows that a hybrid sales organization, composed of a blend of direct and manufacturers’ representatives combines optimal performance, cost effectiveness and flexibility. The most durable sales organization is one that uses a hybrid technique. Sales teams composed entirely of all direct staff or entirely of manufacturers’ representatives too often underperform.