Archives for the month of: September, 2016

 

Image result for sales & marketing team

A common fault that I find in the businesses that I coach is a lack of alignment between the marketing and sales operations. 

Actually, I consistently discover a lack of cooperation and collaboration between most departments in any given business operation!

Simply stated, the fundamental purpose of a company’s marketing efforts, beyond building their brand, is to generate and increase leads, i.e. opportunities for the sales organization to pursue and follow-up.

In order for the marketing team to excel, there must be consistent and frequent communication between these two business sectors (versus having them operate in their respective “business silos.”)

This lack of alignment between the marketing and sales operations can easily be remedied via well structured weekly, or worst case fortnightly, meetings between these two groups. 

The objective outcomes…

  • monitor performance
  • establish actual or perceived return on investment (ROI) from the marketing efforts
  • provide updates on what is and isn’t working in terms of lead generation
  • discussion regarding new opportunities that may have surfaced as a result of marketing efforts

My recommendation is to conduct a quick check-up within your business to gauge if these two business functions are operating in a co-dependent fashion.  This is mandatory in order to optimize sales productivity & results.

 

sales-activity

During my experience of either managing multi-million dollar sales organizations or coaching and training businesses on how to improve their selling operations, there is one belief that I am convinced of:

“Activity Breeds Results.”

Whether it’s executing face-to-face visits, making outbound phone calls (i.e.“dialing for dollars” ), prospecting for new customers, proactively maintaining existing client relationships, or massive quote generation with timely follow-up, the “sales” people who create the most activity are the one’s who tend to be the superior producers.

An obvious performance management necessity for any selling organization is the establishment of quotas or targets, coupled with a reporting measurement mechanism that can “scoreboard” the results for all of the players on your sales team…on a daily basis.

Most businesses will have some form of a CRM (Customer relationship management) system to facilitate this tracking & reporting for their business.

Now here’s the key to actually optimizing this “activity notion”…

“Managed Activity Improves Results.”

Mix in a component of consistent daily performance management, including praising for successes while coaching on those down days, will tend to multiply those results!

In order to accelerate your organization’s selling momentum, promote massive activity and manage it accordingly.

In the press of business (and life), it is so easy to get caught up in things, to feel trapped in the “whirlwind,” and become overwhelmed by all that is going on in “your world.

The rapid evolution of technology during our current stage of the “Information Age” makes it even more challenging to stay focused and deliver on our commitments.

Among certain individuals, there exists what I consider to be a truly exceptional trait, an oddity that, given my personal experience, exists in about 10 % of the business professionals that I have worked with and/or coached…

“doing what they say they are going to do,

and by when they say they are going to do it!”

Given this ultra-competitive world in which we live, it amazes me how often people or businesses are slow to, or in some cases don’t, follow-up on requests, obligations, vows, inquiries, etc.

Those unique people who indeed do what they say, and within the time frame that they promise, truly separate themselves from the majority who either are delinquent with, or worse yet, abandon their commitments.

Here’s a closing thought…perhaps we should consider delivering more than what we promise, faster than it is expected!

do what u say