Pick one or more of the resolutions below. Commit, execute, enjoy the results.
- I'll never hire another sales rep who can't get the sales job done. First, completely understand the position and the skills and traits required to be successful. Evaluating whether a candidate meets those requirements requires a series of two to three structured interviews. There are no perfect candidates, but if you understand gaps between what capabilities the candidate possesses and what is required for the job, you can train, coach or support that new rep to success.
- I won't spend another dime on technology for my sales team without knowing specifically how it will help my reps win business. In general, what companies receive in return for their investment in CRM technology is significantly short of expectations. Before you make any investments in CRM, Sales 2.0 or other emerging technologies make sure the primary recipient of value is the salesperson. There has to be a direct, proven connection between the software application and the salesperson winning more business.
- I will teach and then continue to encourage my reps to look at selling strategically. Many salespeople don't think past the next meeting or phone call. You will be doing them (and yourself) a big favor if you can coach them into seeing the big picture-the next five steps in the sales cycle or what the customer's situation might be in six months when they expect to make a buying decision.
- I will look at sales performance improvement strategically. You should know by now that tactical, event-based sales training doesn't really provide any long-term value. So why are you still wasting time and money on it?
- I will implement a formal coaching function to support my sales reps' growth. Coaching is not a sales manager closing a deal for a rep or telling them what to do in a tough competitive situation. Coaching is a mission-critical, formal, ongoing activity that is required for significant sales performance improvement. If you don't know where to start, send me an email. I'll point you in the right direction.
- I will run my sales organization like the business that it should be. In order to be successful, businesses require business plans, process, discipline, documented responsibilities and accountabilities, quality assurance and measurement of output. I'm not suggesting bureaucracy here. Just the appropriate measure of formality and seriousness. If seat-of-the-pants ever worked in B2B selling in the past, it certainly doesn't any longer.
- I will provide my sales team with the leadership they need and deserve. A few questions for you around one area of leadership: Is marketing not getting the job done? Does the CEO set unrealistic revenue targets? Are customers angry due to product problems? Do you products or services not meet the needs of your market? These and other challenges can stop the best sales team in its tracks. It's your job to get issues like these addressed and resolved. If you don't have the required leadership skills, get them.
- I will advance my team considerably further than foundation Sales 101 skills so they can really be competitive. Winning these days requires more than just basic selling skills. Make sure your sales process includes advanced components, such as political mapping, selling to senior executives, and competitive strategies and tactics. Find the best approaches in those areas that fit your business requirements. Train your people. Sustain improvement with coaching and other post-training reinforcement.
- I will elevate the importance of my team's knowledge about our customers' businesses. Many customers of yours are buying only what will help them survive this economic crisis. If your salespeople can't position your products and services in terms of contributing to your customers' success-from your customer's perspective-they aren't going to sell very much.
- I will commit to understanding my weaknesses and improving those capabilities as a sales leader. There is no shortage of intelligence, research, best-practices, coaches, consultants and just plain good advice. Avail yourself of the best of them.
Photo credit: © Stefan Rajewski - Fotolia.com
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