It’s the first quarter and everybody is forecasting growth and all things good.
Everyone is telling you they are going to “optimize” this or “leverage” that and you’ve said it to so many people you start to REALLY believe it. The goals and objectives are agreed to for 2018.
And now the final results for January 2018 are posted. 11 months remain in 2018, the sales team still has “a lot of time” to reach those ambitious goals for the year! (If you missed it – check out our blog “What Will you Improve As the Sales Leader in 2018?” – CLICK HERE)
Now it’s February 2018, the clock is ticking. You as the Sales Leader look at the requirements for the first quarter (Activity, Sales, Margin, number of new accounts, growth from existing accounts.) And you wonder as the Sales Leader:
- Am I adequately prepared to lead and produce this kind of growth that we want and expect?
- What if we were too optimistic?
- What if things go wrong?
- What types of road blocks or obstacles will I face?
- What obstacles remain from last year we haven’t addressed?
- What do I need to change to make myself (and my team) better this year and less stressed or pressured?
A FOCUSED CHECKLIST & APPROACH TO REPLACING YOUR FRUSTRATIONS & CONCERNS
Your Personal Sales Management Improvement & Execution Checklist:
- Describe the problem(s) holding you back or interfering with the sales team or your performance. Also, clearly define: what are your expectations?
- DEFINE the REAL problem(s).
- Develop SPECIFIC WRITTEN Solutions.
- COMMIT to an Action Plan (with specifics, action steps and due dates.)
- EXECUTE: Follow up to ensure the situation is addressed and improved.
Problem Solving Guidelines to achieve solutions
Relevancy: does this issue really matter? Is it of top importance, or is it just a hassle?
Specifics: It is difficult to address an issue without being specific and knowing the who, what, when, where and how of these issues.
Address the Root Cause: Are you looking at the problem or the symptom? One of the best ways to get to the root of the problem is to use the “5 why” technique. Just ask “WHY” several times until you get to the problem.
Focus on the “what” …not the “who”: If you don’t want a witch hunt or play the “blame game” which focuses on the “what.” Is it really a people or a process problem?
Involvement: get the people involved who will help fix the problem.
In terms of solving frustrations, issues and problems, you as the Sales Leader, also have the ability to not only identify problems but also the ability to investigate the problem & root cause; create options; evaluate solutions and activate an action plan to address virtually any situation.
For help fixing your sales management & problems – contact us at 630-560-3614
