Posts Tagged ‘high performing sales teams’

NCAA Sales Management: Developing Winning Sales Strategy

March 28th, 2011

NCAA Sales Management: Developing Winning Sales Strategy

Last week it was about golf and putting, this week after indulging in men’s and woman’s NCAA games all weekend it’s all about strategy.

In my view there are several levels of strategy to consider. First, putting the right players on the floor to match up against the competition is key, and is the reason my first book was written: Hiring High Performance Sales Teams. Without talent, you have not chance to win. The good basketball teams are deep with talent and can go “large or they can small and fast” or they can focus on defense as well as offense. Assessing and developing talent is what coaching is all about, watch the Final Four’s next week and evaluate your team and its ability to win.  Are you accepting weak players or can your team push through the tough times and score. I stress that recruiting is the most important job for sales management, build a continuous hiring program to find top talent.

Secondly, strategy and execution during the sale or game time must be brilliant! This is where from a sales strategy your value proposition must sold, your prospect relationship developed and where you must out maneuver the competition.  If they come out man-to-man or in zone defense can your salespeople adapt, if a full court press stresses out your team, can they break it with quick passes and move down the court for an easy layup?  Do you have them trained well enough to react to the situation and not simply lose the sale or give up a turnover?  During this phase Sales Managers also must coach. This is when your experience and creativity must take over by providing advice, insights and hopefully the right tactics to assist your sales team during this phase.  If you would like Acumen’s four page Sales Strategy Guide, send me an email: Ken@AcumenMgmt.com We use it with our clients during their pipeline review and sales strategy meetings.

The third phase of strategy is the last two minutes. During the sales process this could occur during the last week or two when everything is on the line.  The prospect could be confused, undecided or leaning towards your competition; what play would you call? Would you camp out at the prospects office? Have your president call their president? Drop your price?  The best coaches in the NCAA would call a time out and make sure the next two plays are drawn out, ensure everyone understands whom to foul, how many timeouts are still available and who should take the last shot… Those situations are actually rehearsed during normal practice times; nothing is left for chance when the game is on the line.  Do you have your sales training plans designed for a rolling 90 days with all aspects of sales strategies built in? The best sales managers do!

OK, I promise next week, I won’t use a sport’s analogy in my blog, but team work, practice, selection and development will win the 2011 NCAA Final Four.

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!

Ken Thoreson provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

 

Sales Management Thought Leadership: The “Linchpin” for Business Growth

March 15th, 2011

From Webster’s dictionary:  Linchpin: something that serves to hold together the elements of a situation”

The reason I focus on the role of sales leadership and management is I have found where there is strong sales management there are high performing sales teams, revenue and profit goals are exceeded and organizational culture is robust. This week you have a unique opportunity to  move your career ahead and have an impact on your 2011 objectives.  This Wednesday the 16th, you are invited to a terrific event:

The Changing Face of Professional SALES Leadership

Wednesday March 16th 2011 12 noon EST/5PM GMT

FREE to REGISTER: HERE (https://www3.gotomeeting.com/register/183578486)

?Recently published research suggests that the average tenure of a sales manager is now just eighteen months! These are pretty alarming findings, and during the course of this sixty minute debate, we not only intend to discover the facts underpinning these results, but also discuss how management is changing.

For example, we know that the role of a sales leader is to translate the organization’s vision, mission, and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved, then the Sales Leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one

We also understand that for a group of people to remain “consciously competent” at optimum performance levels, they require frequent injections of stimulation, motivational guidance and prompting, otherwise they can easily lapse into” unconsciously competent”, or worse “unconsciously incompetent” After all, the primary objective of a professional Sales Manager has to be: “To achieve consistently superior results, through the performance of every key individual.”

Today, more and more organizations are waking up to the value of building a strong coaching culture. Analogies to athletic coaching are common, but especially apt. Training alone does not guarantee that a great athlete will deliver a gold medal-winning performance.

Equally, top sales professionals need expert coaching support from their managers to stay at the top of their game. Whether coaching is delivered face-to-face, on the telephone, or via e-mail, those organizations that have a strong coaching culture attract and retain the best salespeople.

Management and particularly sales management, operates on, and obtains its results from the staff that are managed, this is precisely why the sales leader’s role is evolving – in fact, it is becoming crucial to the success or failure of most commercial organizations.

Join six of the foremost sales leadership experts on the planet for this Top Sales Big Debate.

Wednesday March 16th

Time: 12 noon Eastern

  • Linda Richardson is the Founder and Chairman of Richardson, a global sales training business. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”
  • Jonathan Farrington – is a globally recognized business coach, mentor, author, and consultant. He is Chairman of The JF Corporation and CEO of Top Sales Associates, the creator and CEO of Top Sales World and the man behind the Annual Top Sales Awards
  • Dave Brock works with organizations to help them achieve the highest levels of performance excellence. He is the founder and CEO of Partners in EXCELLENCE, a leading business consulting company. He has held executive roles in IBM, Tektronix, and other large technology companies and he is an investor, advisor, and director of several high technology start-up companies.
  • Paul McCord – is the president of McCord Training, author of the Amazon and Barnes and Noble best-selling book on referral generation, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2008), and SuperStar Selling: 12 Keys to Becoming a Sales SuperStar, not forgetting Bust Your Slump, which he released last year.
  • Steven Rosen is the founder of STAR Results. STAR Results is a sales leadership consulting, training and coaching organization dedicated to leadership development in the Pharmaceutical industry. Steven works with sales executives to; hire top performing sales reps, develop a team of top sales managers and achieve greater personal and professional success.
  • Ken Thoreson brings more than 25 years of experience in sales leadership and management to clients. The sales management thought leader shares his proven abilities in developing and implementing creative sales management strategies through frequent editorial contributions and speaking engagements about effective sales leadership and sales management

 

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!

Ken Thoreson  provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com