Tuesday 22nd of May 2012
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Collaboratori motivati al cambiamento : dei Manager efficaci sono in grado di : 1) osservare la struttura aziendale, e programmare le azioni necessarie, 2) aggregare i collaboratori insoddisfatti dello status quo, e quindi già personalmente motivati, al cambiamento, 3) motivare i collaboratori indecisi, comunicando i vantaggi del cambiamento, e favorendo una collaborazione cooperativa |
Sales Is your Sales Organization Visible, Accountable and Predictable?
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____________________________________________________________________| Is your Sales Organization Visible, Accountable and Predictable? |
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Think about this a minute or two. You are a sales leader. The size of your organization does not matter. The product or the service you are selling, does not matter. Your competition does not really matter. Price or margins do not matter. This question focuses on sales behaviors, culture and communication.There is an old expression. “What I don’t know won’t hurt me.” I, personally, hate this expression and look at it as an excuse and not a reason for why things are the way they are. Awareness is the cornerstone for action, results and ultimately, accountability. First, one must have that desire to “know” and accept that maybe, just maybe, he or she does not know everything. In my years of working with and within sales organizations, I have just about seen the spectrum of what makes a good sales organization and what is missing in those that, let’s say, are not that good. Almost in all cases, I hear excuses and not reasons. And, when all the dialogue ends and the dust settles, it fundamentally comes down to the question, above. How visible is the sales effort that is so crucial for business success? Are your sales performers accountable for their degree of effort and the subsequent results? Can you rely on what you are being shown or told that translates into real and sustainable revenue? Let’s examine these key 3 critical success components, individually. 1.Visibility: Visibility is the knowledge of what is going on in all phases or facets of the sales process. I don’t think that I know of any sales organization where there are not one or two (or more) sales people that hold back just a little on their prospect churn or soon to close clients. The reason? It’s the sales performer’s way of managing the boss’s expectations. They would rather delight than disappoint. That unanticipated win makes him or her heroes! And, should that boss be in bliss over the unexpected windfall? That answer should be categorically NO! That is just one example of visibility. Another example includes the maintaining and communication of a complete pipeline by individual performer. A pipeline report is not just the highest likelihood for close of the top prospects. It should include the good, the bad and the ugly. How else can one manage individual performance? And, it is not so bad an idea that those who are long in effort and short on results be known in larger circles than just with the boss. Visibility such as this leads to the next component…accountability. More on that a little latter. In summary, visibility requires standard processes, standard rules and standard measures/expectations for success. All must be thoroughly communicated and understood by all. No exceptions. And those who break or bend the rules risk adverse monetary actions or formal disciplinary action. 2.Accountability: How many times have you, as a sales leader, had an individual whose pipeline was always full to the max, had high probability to close projections and when month-end came around, there was nothing? These individuals are self proclaimed students of the art of sales, attend regular training and always are so busy and harried; you can’t corner them for even 10 minutes. |
Ultime notizie
- Forum Eccellenze 2012
- Referenze per la tua Azienda : I 7 passi per costruire un sistema di “referral” che funzioni davvero
- S.I. Seminario Intensivo - 15 e 16 Ottobre 2011 - Bologna : Persuasione, Negoziazione, Vendita
- Seminario intensivo 2011: Persuasione, Negoziazione, Vendita
- Fotovoltaico - Gli impianti galleggianti a : Glasgow, Avetrana, Oakville (California)
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