October 31st, 2011
Sales Leadership: Making Monday’s Marvelous
In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. As I am sitting the airport, on this Monday morning, on my way to New York City to speak at an event it occurred to me that those first two or three hours on Monday morning are critical to set the tone for the week. However, as a sales leader you need to be prepared before that alarm goes off on Monday.
On Sunday afternoon I printed off my boarding passes and that evening I packed a bag, packed up my computer/business folders and placed them in my car along with my overcoat. I had also set aside my clothing for Monday and after a final packing of few items, I was on my way. A short 30 minute drive and I was easily in the airport and through screening. That organization made it easy for me to focus on the work for the week and time to prepare without a hectic event that may have started off my week on a negative note.
So the question is… are you and each of your salespeople prepared for the week?
Several months ago I wrote a blog on “Sunday Night Sales Management”, while I may not suggest you call each of your salespeople every Sunday night as my first sales manager use to do, (see blog for details), you can set the tone several ways. These are not in priority order.
Start on Friday afternoon. Depending upon the maturity level of your sales team, many organizations hold their “Monday morning sales meeting” on Friday afternoon. Everyone can discuss the past week and review their plans for the coming week. This will reinforce the need for activity, planning and on Monday everyone is ready to go. You might the time to simply review everyone’s schedule for the coming week with a brief one on one also.
Start over the weekend. Take minutes and simply scan CRM/Calendaring and review each salesperson’s planned activity and key prospect activity. By sending a few emails to each of your salespeople over the weekend, they will come to realize they will need to be prepared for Monday and following week. Inspect what you expect!
Start on Monday morning. If you have a Monday morning sales meeting, be prepared. Have your information ready, make the meeting worthwhile, positive and set the tone for your desired culture. Be organized. If you would like a copy of my “Sales Managers Sales Meeting Agenda’, contact me. Ken@AcumenMgmt.com
The rest of the morning be active, upbeat and accessible; don’t lock yourself up in other management meetings or be out of the office. Get everyone feeling “beat” and help them find the rhythm. Your goal is to make Tuesday Terrific, Wednesday Wonderful, Thursday Tremendous and Friday Fabulous.
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.