March 1st, 2010
Celebration-Sales Leadership’s Role
This past weekend we had plenty to celebrate, the University of TN men’s basketball team beat the #2 team in the US, our rival University of Kentucky and then the Lady VOLS won their league title. Being big fans we decided to take the “big orange” 16 rocket fireworks and blow it up after dark….. We laughed had fun and enjoyed the color and noise…. about 20 minutes later I noticed a car at the head of my driveway. When I stepped outside I noticed the flashing red lights and local county Police car!
It seems one of my neighbors didn’t realize we were celebrating, but thought perhaps there was gun fire! After explaining our Tennessee pride-the local policeman smiled and drove away. While the result was not what I expected, I at least my celebratory thoughts were well intentioned.
Several weeks ago we discussed the need to build emotion into selling and in past blogs we have covered the need for sales management to build belief in your company with better coaching and creating strong emotional ties within the sales team with sales incentive programs. Creating celebration in your sales organization is important and must be considered an ongoing program.
As the end of the first quarter comes into sight how will your team end the quarter? Hopefully above target and a reason to bring everyone together to celebrate! What will you do? How can you really make it unique-different than a simple sports bar dinner. How about a limo party with a special dinner or lunch at a special location? Perhaps at the best business restaurant for lunch? Imagine your team walking in with everyone watching!
If your team will finish the first quarter below expectations then you should consider how you will emotionally reach your team to maintain their focus, build on the accomplishments of the first quarter and position everyone to exceed their second quarter goals. Find a reason to build their confidence, create a “make up sales contest”, where if they achieve their second quarter goals and plus the short fall from the first quarter a big celebration will be announced. Look for something to celebrate for each person-write them a note, present them with something small, but a nice recognition that makes the salesperson know you care.
A quote from one of my mentors said it best: When a salesperson is 85% of quota that is when you put your arm around them and help them up, when they are at 125% of quota that is when you push them for greater achievements.
What are your ideas? Leave your comments below.
Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!