Hot Tip: Sales-Success Memos
Margaret Johnsson employs just six salespeople, but you'd never know it by reading one of her sales-success memos. That's because at the Johnsson Group Inc., a $4.7-million financial-consulting company in Chicago, everyone is part of the sales process. All 40 Johnsson employees compete for ink in the twice-monthly memos that detail even the smallest acts of salesmanship and good customer service. "I look at the little hits," says CEO Johnsson. "I expect everyone to be selling." Apparently, employees get the message. "I get people calling me the night before to see if they're in the memo," Johnsson says.