In a volatile business environment, sales has to adapt. It is not just reaction to change that we need, it is anticipation of change. That means that a variety of thinking skills are needed:
The ability to analyse what is happening to customers and what it means for their suppliers,
The ability to create new scenarios and solutions for them,
The ability to reflect and learn from failure and consolidate on success.
Whenever do we get time to think about value in sales?
When times are hard, the pressure is on to do, do, do. But if you are doing the wrong things, that only upsets customers more. Sales management in the 21st century is a great deal about leading and coaching the professional development in salespeople that customers admire.
Productivity is always important, but efficiency comes after effective courses of action have been identified.
This is a fantastic sales force motivation video by Daniel Pink on the changing impact financial rewards have in motivating people. His key phrase is “Science knows and business doesnt apply it”.
Sales Force Motivation Research
This research may surprise you because it draws on cutting edge research that shows that in many cases the ‘carrot or stick’ method of motivation is at best innefectual and at worst will act as a disincentive to your sales force motivation team.
Do You or your company have a defined sales process? One that you can document and articulte to others?
Most people in my sales training or sales consulting can do a lille bit better when defining their sales process. It isno surprise, because there is not much attention generally paid to teacjing salespeople about sales processes in companies.
Very often when there is no sales process in place the salesperson might end up wityh one or more of the following types of situations by default:
Very few people on my sales training can tell me exactly what level of income they are looking to achieve or even how much are they are worth per hour. You see, if you had a clear understanding of how much your time is worth per year you would get a whole new perspective on the importance of the actions you take.
My view on time management, activity planning and delegation took a dramatic upheaval when I went through an exercise I found in a book by Dan Kennedy called “Time Management for Entrepreneurs”. I guarantee that your view of your own personal worth will never be the same again either!
Are you productive all of the time?
I guarantee that you are not. At best you are actively productive one third of your working day. That is engaged in activities that are going to make you money as opposed to firefighting. If you think you are productive 1/3 of the time then use that number in the example to follow. Be honest as you are only cheating yourself if you don’t. The rest of the formula works on the basis that there are on average 220 working days per annum and this is our ‘money making days. If yours is less than this because of extended vacation or lifestyle aspirations then again be honest with yourself and reduce this number.
The latest edition of my sales blog looks at sales coaching for Sales managers, sales professionalls and sales individuals.
The 60 second coaching tool that the video shows you is by far one of the most powerful sales coaching tools available to motivate and inspire sales staff.
60 Second Sales Coaching For Sales Managers, Sales Directors and Team Leaders
How To Motivate, Inspire and Propel Your Sales Staff To Maximum Efficiency
1) Opening Statement