April 1st, 2013
Sales Management and Mowing Your Lawn
The first quarter is over and sales leaders are capturing forecasts for the next two months and hopefully celebrating the achievement of their first quarter results. I am sure not everything has been smooth, after the last 90 days of working with a variety of clients and speaking at a variety of conferences, the odds of some “uneven” achievements and unexpected events has occurred. In one client we didn’t hire the salesperson we wanted, in another a salesperson left without management knowing it would happen and in another the marketing campaigns didn’t launch on time. Just like my lawn…
As I drove into my garage last week I realized it was finally time to mow-for the first time this year; my lawn looked uneven in growth, leaves have nestled into the grass, some weeds had extended themselves and it resembled something far different than I had hoped to enjoy. There is work to be done. I am sure after this afternoon when I hope to mow that the results of a fresh cut will level off the growth, the leaves will be mulched and generally it begin to represent a well groomed lawn. The next treatment of fertilizer will stimulate better growth.
The same view of your sales team should also be considered, evaluate your team, determine who needs to be “groomed” or “cut” and what treatments must you begin to accelerate your growth during the second quarter. This necessary in order that your summer sales will generate the necessary look and feel that you desired. In past blogs we have discussed how to create your quarterly sales training programs and coaching sessions with each salesperson.
HINT: It is a great time NOW to hold a one on one salesperson review meetings; What worked? What didn’t work? What new steps/actions need to be implemented to increase performance? Develop a mutual action plan where both you and your individual salespeople agree on those actions and use that tool to coach and manage for the next 90 days.
Enjoy the spring and position your team to truly enjoy a wonderful summer season of selling. What are you plans?
Resources: Top Sales World web site and magazine for April!
April is a very significant month for us on Top Sales World, as we launch Top Sales Academy – see Linda Richardson’s interview on Page 4. Also on April 16th, you will be able to tune into Top Sales Radio. If you are not all ready subscribed to the magazine: you can register for free here: http://bit.ly/YjPzXG
Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. His latest book is titled: “Leading High Performance Sales Teams”.