“Assignments and tasks – no matter how important, whether voluntary or mandated – that take them away from their main mission hurt sales results in the long run.” #SalesTruth from chapter 5, To Win More New Sales Requires Focus on Winning New Sales
It’s time to take stock of two things.
FIRST
What are the 3 highest priority objectives you have for your sales team.
SECOND
Make four columns on a sheet of paper.
Head the first three columns with those highest priority objectives – in the last write “other”
Look back at last week to every single thing you asked or required the salespeople on your team to do.
Be brutally honest with yourself and place it in the appropriate column.
#SalesTruth
Now the REALLY difficult part – evaluate if what you’re asking your salespeople to do is actually driving them toward your highest priority objectives.
#LYNNSIGHT
The crazy thing I find is that when doing an evaluation like this with my clients, typically the “other” category activities aren’t necessarily consuming the most time. YET the sheer “other” volume is higher than what is under each of the highest priority objectives.
The impression from a salesperson perspective is that “other” is more important.
Recommendations
1. evaluate that “other” category – is there a theme there that may be an unacknowledged objective?
2. clearly share your three highest priority objectives with your team.
3. make sure you specifically link which objective every request ties to (don’t assume they’ll know!!!).
For more sales leadership inspiration pick up your copy of #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. by Mike Weinberg
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