An easy, no cost way to get better results: 31
Ever gone to a weekly sales meeting, listened closely and never heard a word about how to improve actual results? Or, perhaps you expected to hear some new ideas for growth but got only blank stares? I have, and until you force a change, you will not see any improvement.
Develop some rules as guides:
The purpose of the sales department is to produce results. The very best way to hold yourself and those you manage accountable for results is to first decide what the results will be. For many, this may represent a big shift away from excuses and stories and toward results. Don’t worry. The majority will take to this process. In fact, I predict 99% would love to have any process that gives them a chance to be more focused, responsible and self-driven.
Rules help:
The leader’s job is insuring results by creating a rules-based sales team. Anticipating results is one such rule.
Here is how it works:
• Write down the results you anticipate
• Thirty days later, write down the actual results
• Compare what was expected with what actually happened
With those three pieces of information, you now have the entire agenda for the month end sales meeting.
This is where your salespeople can make terrific improvement managing themselves. The discussion can now have plenty of energy, substance and a focus on the best possible next-step action.
The process allows members to:
• Know what they did well
• Know what strengths they have
• Know where improvement is needed
• Know what kind of improvement is needed
• Decide what cannot be done
• Agree on the recovery plan for the next 30 days
There are two good reasons to adopt this method. First, it will improve sales focus and results. Second, it will allow salespeople to know and build on their strengths.
I hope that you will use these ideas in any area of your own leadership or in any department.
Richard L Reardon
Southern California
800 560 0880
