Do It Over Again....

Over the past few months I have written often on the impact of emotion in the role of sales leadership and as a salesperson during the sales process. This week I am taking a slightly different viewpoint-that is of you as an individual-your personal life.

If you had it to do over again, what would you do differently-if anything?  In the role of sales management this phase becomes one of the major coaching tools we recommend, it should be used after every face to face sales call and after every sales training session in your office. The purpose is for the salesperson to self critique themselves first before you provide your insights. The real secret in building a self-managed sales team is for you to train your salespeople to personally use this coaching phase when you are not with them-that it becomes a daily self improvement-self check system for each individual salesperson.

Execution: The Magic of Sales Leadership

There is no magic!  Oh Really? With many organizations we hear grand stories; in our strategic planning process there are new business strategies created, exciting marketing concepts created and sales programs designed to accomplish the corporate objectives. Then initiatives are defined, people assigned and six months later-the cycle of frustration still assists-nothing changed.

Sales leadership must understand if they fail to show progress on planned commitments or lack of attention to detail the sales team will pick up on that behavior and that will translate to their sales performance. The sales calls are no longer crisp, activity levels drop off and negative attitudes are built.  While I normally don't like to use sports analogies  the  correlation to the success that most  sports coaches have, to their ability to manage the details, emotions and prepare for each event,  is easily recognized. Some make their point with noise, emotion or quiet resolve, but the truly successful ones understand the power of execution. Several years ago I had asked a professional football coach for his weekly schedule, showing practice times, team meetings, lunches, workouts, etc.

Celebration-Sales Leadership's Role

This past weekend we had plenty to celebrate, the University of TN men's basketball team beat the #2 team in the US, our rival University of Kentucky and then the Lady VOLS won their league title.   Being big fans we decided to take the "big orange" 16 rocket fireworks and blow it up after dark..... We laughed had fun and enjoyed the color and noise.... about 20 minutes later I noticed a car at the head of my driveway.  When I stepped outside I noticed the flashing red lights and local county Police car!

It seems one of my neighbors didn't realize we were celebrating, but thought perhaps there was gun fire!  After explaining our Tennessee pride-the local policeman smiled and drove away.

While the result was not what I expected, I at least my celebratory thoughts were well intentioned.

Several weeks ago we discussed the need to build emotion into selling and in past blogs we have covered the need for sales management to build belief in your company with better coaching and creating strong emotional ties within the sales team with sales incentive programs.

It's May!  Already?

February 22, 2010

If you have received an email from me you most likely have noticed my signature line is "Looking Forward".   That wording has multiple purposes: 1) looking forward is a positive statement, 2) Looking forward is also a reminder to stay focused on a goal and your plans.   As a sales leader you must be consistently looking forward or looking ahead to ensure all your plans and programs are well designed, ready to activate and your metrics/dashboard pipeline values are within acceptable levels.

The job of Sales management is to make sure they put their teams in position to exceed their quotas each month. Notice I said it is their quotas.  I have said multiple times it is the salesperson's responsibility to achieve their numbers; it is the sales leader's job to put the right people in place and put them in position to sell. Looking forward 60-90 days will help the sales leader be more organized and enough time to take corrective action if any is needed.

So What? Creating Emotion in Sales

During this past weekend I attended the National Speakers Association conference in Nashville; this is actually a conference where instead of speaking, I actually go to the breakout sessions, chat in the hallways and listen to the keynotes.  It was an amazing learning experience and now Monday evening, I spent 2 hours with Max Dixon learning to create and tell a story.  In the matter of four days I have been exposed to concepts and methodologies to make my keynote more effective and more meaningful to the attendees.  So where does this fit with you as a salesperson or sales leader or executive?

Selling and sales leadership are emotional jobs--selling must change the buyers mind and heart; it is only somewhat logical.  Too many times we hear sales teams only "selling the facts." As a sales manager responsible for sale force training what are you doing to increase your sales team's training along the lines of increasing their ability to tell your story--emotionally?

Finding Positives is a Must Action for Sales Leadership

This is a two part blog; first: I will be leading a training web cast on Feb 10th for all Microsoft patners.  REGISTER today.

 The Impact of Sales Leadership in a Partner Oganization; Feb 10th, noon Web Cast for all Microsoft partners http://www.mssmallbiz.com/training/

 Second: Buidling a a High Performance Team Means a Focus on Culture

Amazing, we are already we are into the second month of the year and as 2010 moves along sales and executive management will become engrossed in managing the numbers and actions designed to ensure quotas are achieved.  In building a prescriptive methodology for ones' business this is essential.  While I have written much about Disciple, Accountability and Control and the importance of finding your formulas for success today I am looking for your ideas on other matters.

In building a high performance sales organization sales leadership must focus on building pride in accomplishment, creating a feeling of team work and positive energy.

Economic recovery: Growing revenue and share during a recovering, yet volatile economy

This week I am speaking, on the above title to a group of NSI partners in Redmond, these tend to be the larger sized Microsoft partners. However, the content or my message will be consistent for any size partner organization.  About 18 months ago, as we were helping our clients create their 2009 budgets we asked them to create their revenue and expense Performa's and then reduce projected sales by 25% and then redo their Performa's again. This exercise was designed to help our clients gain a perspective of   what changes or cost reductions they might need to make if expectations were not met.  This helped everyone manage their business well during the past year. 2010 will be a different year.

A recent USA Today headline got it right for 2010= Key to this earnings season:" Sales":

Did you exceed January's sales numbers?

If you did great, if you didn't there is more work to do..."What else could you have done? Why didn't you exceed your sales? Did you have enough top talent in place?   While short term success is critical and must be your focus a larger lesson needs to be considered.  In coaching our clients we are more interested in looking at your September sales goals. If your revenue curve for 2010 ramps during the second half of the year then you must be actively recruiting and hiring now to ensure you have the necessary salespeople in place to achieve your objectives.  Many sales leaders get caught into the trap of having to achieve increased levels of  sales dollars with either 1) not enough salespeople on the team or 2) expecting  increased levels of productivity with the existing sales team  (that might be below par to begin with).

 Building a High Performance Sales Culture

The role of the sales leader at this time of year is to focus on building or maintaining a great atmosphere of success, dedication and fun.  All the marketing plans should be in place, sales systems completed and training planned for the next 90 days.

Several actions you should focus on:

1. Shared sense of mission or purpose: Your overall sales goals and "theme" for the year must be reinforced each day, each week and in every way.  Do you have your 2010 theme on posters in your sales areas?  Does each salesperson have their Goal Boards hung in their cubes? Acumen HINT: These are a pictorial of where they rank according to their sales/activity goals and pictures of your annual sales trip or other goals they have based upon their 2010 salesperson business plans.
2. Have clear and attainable goals: Everyone needs a quota, but high performance sales teams have

2010 New Year, New Goals?

What are Yours?

For the past 20 + years each holiday weekend I sit down along with my wife to discuss the previous year and think about the upcoming year.  We consider what have we accomplished and what we want to accomplish during the upcoming 12 months are the questions we ask. Certainly in our lives we have experienced difficult economic swings, positive years and always new challenges and as Acumen Management moves into our 13^th year (yikes) I thought I might share the various categories we use to focus our lives. It is my hope that if you haven't created formal 1, 5, 15 year plan for your life that you will consider it. Start with 2010 and build on to it.

We have saved these written documents and every year when I go back and re-read our goals from years past it makes me appreciate life more fully. However the most important learning from this exercise is that recognizing that