Teaching Sales to Market the fact that we are ISO 9001 Registered

[Sidney Vianna]

By the way, there are thousands of certified companies bribe their way through , well at least in India & China as I know.

What proof or objective evidence you have of that? Or is it just hearsay?

 

[Martijn]

Besides explaing the main principle of ISO 9001 and trying to put their lingo right, I've provided all of our sales reps with our business management system (BMS) manual.

It's a trifold A4 sized leaflet full of colors, explains structure of our BMS, policies, scope, etc. It's a funky little thing (my external auditor asked for a copy to show as reference internally ), and I tell the sales reps to send it along with the certificate if customers ask for our certificate.

 

[little__cee]

Our registrar provided us with an entire packet of information, including camera ready artwork, Marketing/Advertising guidelines, and ordering information for more materials.

I'd check with your registrar - they might have something prepared.

 

[[email protected]]

We have our ISO status on our business cards, letterhead, web site and catalogs. The customers get the point. Besides that, our new and existing customers survey us for fitness for use, which is when we "sell it".

All of our employees are ISO trained as far as their role in the system. I don't really see ISO as a selling point.

 

[BradM]

Thanks for the welcome back - had not been very active for while - the company I worked for was purchased by a much larger company and they ended up offering me a position - started with them in Feb - have implemented ISO 9001:2000 and have 20 of 150 facilities certifed and am currently integrating RC14001 in with the system - my previous experience has all been ISO related (although I have some practical experience in Safety, OSHA regulations, DOT rerquirements, Hazardous Materials etc - it is proving to be somewhat of a challenge - most the aspects and impacts, hazards and risks assessments as I have not done them before - Back to your post - I agree with you 100% - unfortunately - in a company this size things dont progress quite as fast as my patience level would like (HA) -concentrated on the initial round for ISO but want to get something moving in the rest of the facilities so as they are folded in they are ready - I dont want new sales reps coming on board and not understanding the basics so I want to put some introductory information together which includes how to use it as a marketing advantage....(Some days my mind is heading in too many directions at once - and that is a dangerous thing!)

To the original posters query....

I think he would agree that it is not a cheap sales tool. I think we would all agree on that!

However, when you are hiring new sales people, they are not like us for the most part. They don't have a clue what ISO is, and probably don't care. Although, they will care to the point they can speak intelligently to their customers and possibly gain sales.

I'm thinking an: ISO is/ is not might be a productive slide/handout to accurately let people know the limitations/ reality being expressed in these posts.

What do ya'll think??

 

[C Emmons]

I like that idea!

Thanks!

 

[Jim Wynne]

However, when you are hiring new sales people, they are not like us for the most part. They don't have a clue what ISO is, and probably don't care. Although, they will care to the point they can speak intelligently to their customers and possibly gain sales.

They should be conversant, but the need to converse about it won't come up much. They should know things they might be asked in passing, such as who the registrar is, how long the company's been registered, etc.

I'm thinking an: ISO is/ is not might be a productive slide/handout to accurately let people know the limitations/ reality being expressed in these posts.

You said (quite accurately) that sales people "are not like us..." Part of what makes them not like us is that they can incorporate fantasy into their sales strategies. If you tell them about limitations, or any sort of anything that might make a sale more difficult, their eyes glaze over and they have to be rebooted. The same applies more or less to dealing with reality, because they have their own, and it's not like ours.

 

[BradM]

You made some good points, Jim. Thanks.

 

[Paul Simpson]

As someone with a role that includes Sales & Marketing (S & M :mg: ) - not to mention that the product is ISO 9001 and assessment & certification by a fantastic certification body I feel the need to step in.

They should be conversant, but the need to converse about it won't come up much. They should know things they might be asked in passing, such as who the registrar is, how long the company's been registered, etc.

The only reason for ISO 9001 to come onto the salesperson's radar is if it gives a competitive edge. As has been mentioned if the market is saturated then it probably won't even come up. They may get asked about it and it would be handy for them to have some information to hand about what registration they have.

Perhaps you could put together a leaflet explaining how the company is registered, by who and for how long etc. Beware the marketers or work with them to make sure your leaflet is in the house style and do concentrate on the positives - Sales is an exercise in putting across the positive aspects of what you do.

You said (quite accurately) that sales people "are not like us..." Part of what makes them not like us is that they can incorporate fantasy into their sales strategies.

Now, you're not bitter are you, Jim. Not been missold anything recently?

If you tell them about limitations, or any sort of anything that might make a sale more difficult, their eyes glaze over and they have to be rebooted. The same applies more or less to dealing with reality, because they have their own, and it's not like ours.

As someone from the "other side" I can confirm there are a range of different grasps on reality - I obviously put myself on the "realist" end of the spectrum.

Perhaps there are others who bend the truth to suit the pitch but I can't possibly comment.

There is an element of change of attitude that covers could pick up on, though. IF we can emphasize some more of the positives then we, as a profession, won't be seen as the "guys and gals that say NO!"

 

[gpainter]

That was easy at my old plant because ISO was what got their foot in most doors. We had it on our web site and on our business card that our QMS had been registered as being compliant to the ISO 9001-2000 standard.