Worrying Trends

Are you out of business and you just don’t know it yet?

Managers are the bottlenecks for growth. How many businesses do you see hit a glass ceiling or their sales start going down hill?

In a recent report by among sales managers in sales intelligence software supplier sales-i, 34% say that their main problem is acquiring timely information to use whilst selling, whilst 17% say that visibility into activities of the sale team is their biggest daily challenge.

So what should you be looking for? Have a look at you team and ask yourself:

  • Do your people have desire and commitment?
You may ask, what’s the difference?  “Boss I need more money, you need to give me more money/bigger territory” (That’s Desire). Someone with desire and commitment will come to you saying,  “Boss I need to make more money, how do I do that? What do I have to do different to make that possible?”
  • When you have your weekly 1 on 1’s with your sales manager and he/she debriefs you about his daily 1 on 1’s with the team, what are the biggest conceptual and technical problems and what are their plans to overcome them?
  • What is your managers plan for training and coaching your people? You did hire him/her to train, coach and develop your people didn’t you?
  • When you have your weekly pipeline meetings with your sales manager, are they at least 80% accurate in what’s going to close in the next 30 days so you can plan sufficiently?
  • When your managers have their monthly meetings with his/her people to talk about their personal goals, especially the ones not hitting their numbers, do their goals tie into their monthly company goals?
  • How many hires does the manager have in his/her funnel? Knowing 1 in 200 are A players.
  • When you harvest your data from your CRM to look at the ratio between your lag indicators and your leading indicators to activities, what is the difference between your top salespeople and your bottom ones?
  • When your lag indicators aren’t where they should be, what do you change first, the leading indicators or the activities?

On a scale of 1 to 10, 10 being high, how would you rate the culture of your business?

For a business to continually be successful it needs a sales driven culture built around a framework for success. This includes hiring and keeping the right people. Having a growth strategy that’s stress tested and one you know the team can achieve. Clearly defined systems and processes (a road map) that everyone in the company and new to the company can follow and self-measure. And a management team that can coach, train, mentor and support their people with new skills.

Peter Jones

Peter Jones

Peter Jones is Managing Director of Sandler Training in the East Midlands. Peter works with business owners and MD’s who want to increase their return on investment made in their sales team and business owners who need to improve their business development skills.

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