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Casual Articles - It's Time For A Sales Management Revolution
Every presenter knows he/she must keep the audience interested. Captivation, well, that’s much more than mere interest.Interest keeps people awake.Captivation keeps people on the edge of their seats.Interest allows the audience to drift in and out of the message while still getting the main thrust.Captivation makes the audience feel like they cannot miss a word or they will miss out on something good.See the difference?Do you want the crowd interested or captivated?Create captives:Deliver contrary statements to deeply revered beliefs – then prove it!Use statements that suck listeners into the message. “I want to tell you someth
4. CHOOSE THE BEST
Serve only those clients you, your organization, and your sales team care about and enjoy. Everything becomes a struggle when you work with people you don't enjoy. You wouldn't hire someone you couldn’t amicably work with, so why let them hire you?
Begin today to let go of clients you and your sales team find difficult, and start seeking out those you want. Have the courage to refuse new clients who don't fit your picture of who you most want your business to serve.
5. CREATE ACCOUNTABILITIY FOR YOURSELF AND OTHERS
How many
Setting a career goal or objective is a personal challenge a person makes to himself or herself within a limited period by setting deadlines. The most successful people are usually ones that have set career goals for themselves. They know what they want to do, and work and plan towards achieving those results. It is never too early or too late to start setting career goals and working towards them.Difficulties in setting goalsOne of the most difficult issues in setting a career goal is recognizing exactly what a person wants. Even after they have a career goal chosen, often there are still doubts in their mind about the choices they make. Determining exactly what an indiv
Are you satisfied with the way your life as a sales manager is turning out? Is it giving you all that you wanted? If not, perhaps it’s time to make a revolution. Here are some revolutionary ideas you might consider:
1. THINK THREE TO SIX MONTHS INTO THE FUTURE
What you want to accomplish right now was set in motion a few months ago. The results of your decisions three to six months ago are coming to fruition today. Think and talk strategically about three and six months down the line as if it were “today.” Describe and write down what you see about:
· The culture of your sales team
· The size of your sales team
· Your ideal customers
· Revenue you are generating
· Your competition
· Your target markets
· How your team has changed in the last three to six months
· How hard you are working
While crystal-ball gazing is never an exact science, it can be enormously helpful to “live” in the possibilities.
2. GO BACKWARD
From the vantage point of three to six months in the future, identify what you did over the past three to six months. Ask yourself the following questions:
· What did I accomplish?
· What did my team accomplish?
· What tasks did we complete
· What actions made us successful?
· What were some of the obstacles?
· How did we overcome the obstacles?
3. CREATE A PLAN WITH MEASURABLE GOALS
If you want better clients, the #1 sales team, more money, more time for yourself, and more enjoyable work, you need an effective business plan.
Use your insights from No. 1 “Think three to six months into the future” and No. 2 “Go Backward” to create a plan.
· Don't know how to build one? Make this the year you learn.
· Already know how but haven't built it? Get support from a colleague, mentor, coach, or group to make it happen.
· Have a system but aren't using it? Pull your plan out of the drawer and re-commit to doing what it takes to have your dream career.
To help you get started, here is a simple tool I use. You can also ask each salesperson on your team to create a plan using the same template.
Top 5 Goals – 3 months
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3.
4.
5.
Top 5 Goals – 6 months
1.
2.
3.
4.
5.
Top 5 Goals – 12 months
1.
2.
3.
4.
5.
HOT TIPS:
· Do not put your goals in a drawer! Post your goals where you will see them every day (computer, fridge, bathroom mirror, wall next to the phone). When you see your written goals, you increase your chances of accomplishing them.
· Communicate your goals. Let others know what you are thinking. Take regular opportunities to talk to your staff and superiors about your plans. It usually takes a village to accomplish great things. You’ll need buy-in and help reaching your goals from many levels within the organization.
4. CHOOSE THE BEST
Serve only those clients you, your organization, and your sales team care about and enjoy. Everything becomes a struggle when you work with people you don't enjoy. You wouldn't hire someone you couldn’t amicably work with, so why let them hire you?
Begin today to let go of clients you and your sales team find difficult, and start seeking out those you want. Have the courage to refuse new clients who don't fit your picture of who you most want your business to serve.
5. CREATE ACCOUNTABILITIY FOR YOURSELF AND OTHERS
How many
Modern business faces complex problems; management often calls upon highly-specialized consultants to help them address these difficult problems. If you're ever called to help identify these most pressing issues, one of the easiest and quickest ways to start is to talk about the "Red Phone".You know which phone I'm talking about -- it's the red phone that sits on it's own special corner of the desk. Lights flash when it rings; when you answer it, the person on the other end isn't in a good mood, he's not pleased, he thinks everything is your problem and he wants you to fix it! (And ... he's right! It is your problem and you do need to fix it!)What I want to know is -- whe
· The culture of your sales team
· The size of your sales team
· Your ideal customers
· Revenue you are generating
· Your competition
· Your target markets
· How your team has changed in the last three to six months
· How hard you are working
While crystal-ball gazing is never an exact science, it can be enormously helpful to “live” in the possibilities.
2. GO BACKWARD
From the vantage point of three to six months in the future, identify what you did over the past three to six months. Ask yourself the following questions:
· What did I accomplish?
· What did my team accomplish?
· What tasks did we complete
· What actions made us successful?
· What were some of the obstacles?
· How did we overcome the obstacles?
3. CREATE A PLAN WITH MEASURABLE GOALS
If you want better clients, the #1 sales team, more money, more time for yourself, and more enjoyable work, you need an effective business plan.
Use your insights from No. 1 “Think three to six months into the future” and No. 2 “Go Backward” to create a plan.
· Don't know how to build one? Make this the year you learn.
· Already know how but haven't built it? Get support from a colleague, mentor, coach, or group to make it happen.
· Have a system but aren't using it? Pull your plan out of the drawer and re-commit to doing what it takes to have your dream career.
To help you get started, here is a simple tool I use. You can also ask each salesperson on your team to create a plan using the same template.
Top 5 Goals – 3 months
1.
2.
3.
4.
5.
Top 5 Goals – 6 months
1.
2.
3.
4.
5.
Top 5 Goals – 12 months
1.
2.
3.
4.
5.
HOT TIPS:
· Do not put your goals in a drawer! Post your goals where you will see them every day (computer, fridge, bathroom mirror, wall next to the phone). When you see your written goals, you increase your chances of accomplishing them.
· Communicate your goals. Let others know what you are thinking. Take regular opportunities to talk to your staff and superiors about your plans. It usually takes a village to accomplish great things. You’ll need buy-in and help reaching your goals from many levels within the organization.
4. CHOOSE THE BEST
Serve only those clients you, your organization, and your sales team care about and enjoy. Everything becomes a struggle when you work with people you don't enjoy. You wouldn't hire someone you couldn’t amicably work with, so why let them hire you?
Begin today to let go of clients you and your sales team find difficult, and start seeking out those you want. Have the courage to refuse new clients who don't fit your picture of who you most want your business to serve.
5. CREATE ACCOUNTABILITIY FOR YOURSELF AND OTHERS
How many
My millionaire mentor taught me another way you can quickly increase your income is to find out what are you worth. Let’s say you work for one company. Can you go out and look for more job options with other companies? To be in a stronger position to negotiate what you want to have is at least 3 or more alternatives where you could work.If you had 3 or 4 companies that would be interested in your services (you would have to go out and investigate that and find out what you are worth), then you can go back and negotiate with your current employer – “look I’m considering leaving. I believe I’m worth this amount of money and this is what I’m prepared to do to add value that makes me wo
· What did my team accomplish?
· What tasks did we complete
· What actions made us successful?
· What were some of the obstacles?
· How did we overcome the obstacles?
3. CREATE A PLAN WITH MEASURABLE GOALS
If you want better clients, the #1 sales team, more money, more time for yourself, and more enjoyable work, you need an effective business plan.
Use your insights from No. 1 “Think three to six months into the future” and No. 2 “Go Backward” to create a plan.
· Don't know how to build one? Make this the year you learn.
· Already know how but haven't built it? Get support from a colleague, mentor, coach, or group to make it happen.
· Have a system but aren't using it? Pull your plan out of the drawer and re-commit to doing what it takes to have your dream career.
To help you get started, here is a simple tool I use. You can also ask each salesperson on your team to create a plan using the same template.
Top 5 Goals – 3 months
1.
2.
3.
4.
5.
Top 5 Goals – 6 months
1.
2.
3.
4.
5.
Top 5 Goals – 12 months
1.
2.
3.
4.
5.
HOT TIPS:
· Do not put your goals in a drawer! Post your goals where you will see them every day (computer, fridge, bathroom mirror, wall next to the phone). When you see your written goals, you increase your chances of accomplishing them.
· Communicate your goals. Let others know what you are thinking. Take regular opportunities to talk to your staff and superiors about your plans. It usually takes a village to accomplish great things. You’ll need buy-in and help reaching your goals from many levels within the organization.
4. CHOOSE THE BEST
Serve only those clients you, your organization, and your sales team care about and enjoy. Everything becomes a struggle when you work with people you don't enjoy. You wouldn't hire someone you couldn’t amicably work with, so why let them hire you?
Begin today to let go of clients you and your sales team find difficult, and start seeking out those you want. Have the courage to refuse new clients who don't fit your picture of who you most want your business to serve.
5. CREATE ACCOUNTABILITIY FOR YOURSELF AND OTHERS
How many
Have you ever noticed how big business often exhibits little common sense? As if they had nothing better to do, Microsoft has sicced the lawyers on a tiny, one-person part-time consulting business. Their attorney said I could no longer use the URL of www.PowerPointPrincess.com – despite the fact that I have used it for half a decade. She said that my use of the name would dilute their trademark, and might confuse people into thinking my site was endorsed by Microsoft.From what I have read about domain names using trademarks, the jury is still out. It is my understanding that for now, it is ok to do so as long as you are not trying to deceive people into thinking your Web site is
To help you get started, here is a simple tool I use. You can also ask each salesperson on your team to create a plan using the same template.
Top 5 Goals – 3 months
1.
2.
3.
4.
5.
Top 5 Goals – 6 months
1.
2.
3.
4.
5.
Top 5 Goals – 12 months
1.
2.
3.
4.
5.
HOT TIPS:
· Do not put your goals in a drawer! Post your goals where you will see them every day (computer, fridge, bathroom mirror, wall next to the phone). When you see your written goals, you increase your chances of accomplishing them.
· Communicate your goals. Let others know what you are thinking. Take regular opportunities to talk to your staff and superiors about your plans. It usually takes a village to accomplish great things. You’ll need buy-in and help reaching your goals from many levels within the organization.
4. CHOOSE THE BEST
Serve only those clients you, your organization, and your sales team care about and enjoy. Everything becomes a struggle when you work with people you don't enjoy. You wouldn't hire someone you couldn’t amicably work with, so why let them hire you?
Begin today to let go of clients you and your sales team find difficult, and start seeking out those you want. Have the courage to refuse new clients who don't fit your picture of who you most want your business to serve.
5. CREATE ACCOUNTABILITIY FOR YOURSELF AND OTHERS
How many
The almighty buck can actually be detrimental to your business. Think about it, if all you think about is how much you can make, are you really focusing on the other aspects of running a business. For example quality control, safety of your product, etc. If money is your only motivating factor, what corners are you cutting to make the Almighty Buck. If your focus is only on the Almighty Buck are you missing other opportunities, (to make more money), because the only thing you have on your mind is how much you can make. With the Almighty Buck as your only motivating factor you are destined to run into problems with your business. The corners you cut, the opportunities you
4. CHOOSE THE BEST
Serve only those clients you, your organization, and your sales team care about and enjoy. Everything becomes a struggle when you work with people you don't enjoy. You wouldn't hire someone you couldn’t amicably work with, so why let them hire you?
Begin today to let go of clients you and your sales team find difficult, and start seeking out those you want. Have the courage to refuse new clients who don't fit your picture of who you most want your business to serve.
5. CREATE ACCOUNTABILITIY FOR YOURSELF AND OTHERS
How many times have you said that you were going to do something and then not done it because nobody else would know the difference? Try spreading the word. Just the simple act of telling your plan to another person raises the stakes. Most of us place a high value on doing what we say we'll do. There is something profound about taking our commitments seriously when we profess them to another person or when we join in a pact to reach a common goal.
To hold employees accountable, have them declare their intentions to you. Use these three simple questions to help you:
What will you do? When will you do it? How will I know you’ve done it?
Then, schedule a follow up time to talk about their accountabilities.
Enjoy reaping the rewards of your revolution.
'Revolutionary' Challenge: BE THE FUTURE
NOW is a good time to plan. Conduct a visioning exercise with your team where you go into the future.
Ask your team to close their eyes and focus on the future, one month at a time. First, ask them to see themselves today. Then proceed one month at a time. When you all open your eyes, it is six months from where you started.
Discuss what you see, using the points in the “Think Three to Six Months into the Future” section at the beginning of this newsletter. Make sure you capture the ideas on a flip chart.
Please let me know how this worked for you, and any suggestions you have to improve the process. Have fun with it!
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This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”.
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