Important Elements of Business Communication

With experience as the chief operating officer for Matrix Video Corporation, RCA Computer Corporation, and other businesses, Elchanan Grabarsky has significant experience in sales, negotiation, and coordination over the past two decades. As a result of his executive management responsibilities, Elchanan Grabarsky has expertise in areas like planning, problem solving, and communication.

In business, communication can mean the difference between success or failure. Successful communication can be achieved by considering a few important elements.

Simplify. Unless your audience requires it, avoid technical terms whenever possible. Simplifying the language ensures the communication is not muddied by unnecessary information and allows your audience to understand the message the first time they encounter it. Similarly, avoiding generalities and focusing on specifics also makes the message clearer.

Be brief in inter-company communications. Like the importance of keeping the communication’s language clear and simple, don’t overload an email or a memo with too many topics. Instead, break it up into multiple emails or memos, which makes it easier for people to understand without getting overwhelmed by long, disconnected blocks of text.

Take responsibility. When dealing with frustration or a potentially volatile issue, understand the effects you have or could have on others. Take responsibility for your role in the issue, explain the rationale behind the decision, and offer a timeline for its resolution.


Tips for Keeping Sales Professionals Accountable

After more than two decades as a high-tech executive, Elchanan Grabarsky most recently oversaw sales and recruitment for RCA Computer Corporation as the chief operating officer. In that capacity, Elchanan Grabarsky also established new accounting methods for just-in-time delivery and increased revenue by focusing on in-house sales reps’ personal accountability.

A common challenge across all types of businesses, the level of individual accountability is reflected in productivity and employee performance. The following tips can help companies implement a sales accountability plan that encourages ideal behaviors.

1. Regular interaction between sales managers and employees is essential for keeping all members of the team motivated and on track. Managers must coach sales personnel on a daily basis, highlighting good techniques and correcting bad ones, so every person is responsible for their actions.

2. At times, sales professionals may be required to negotiate new terms and make price concessions on the fly. To ensure that a sale is not lost due to misunderstanding, a company and its managers should clearly outline for every employee the level of autonomy to make real-time decisions that each one has.

3. Integrating a sales compensation structure that offers more opportunities to increase earnings can drive a sales accountability plan. A company can choose to pay additional compensation based on increased sales or on higher margins.