Dear Clients and Colleagues:
July is the equivalent of half-time at a football game. There is story after
story of teams trailing at half-time and pulling out a victory in the second
half. This victory is usually accomplished by changing the strategy being executed
during the first half of the game.
Strategy is about focus; where companies spend time, energy and resources.
This quarter's newsletter focuses on where you are investing your time and
resources. Time is where the playing field is really leveled as each organization,
sales team and sales leader is given the same 24 hours granted to all other
teams. How you choose, where you choose and with whom you choose to invest
this time can determine if you will continue to win or comefrom behind in the
second half of the year.
Time is your greatest asset. The difference with this asset is that once it
is used, it is gone. You cannot buy more or replace that which has been used.
Use it wisely
Good Selling and Leading, Colleen Stanley
COACH'S CORNER - For Owners and Sales
Managers
TIME TO LOOK AT WHERE YOU INVEST YOUR TIME
A great question to ask yourself everyday is, what is the
best use of my time right now? Sales Managers are often placed in that tough
spot "between a rock
and a hard place." Their job description, for which they were hired, calls
for them to grow revenue and build a high performance team. Once hired, the
job description is discarded and companies often turn sales managers into high
level office managers. They are managing data bases, reports and attending
meeting after meeting.
So where do top sales managers invest their time? avoid the administrative trap
and invest their time recruiting and coaching top sales talent.
Recruitment:
A great sales manager is similar to a great athletic coach.
They are always looking for, talking with and developing relationships with
top sales producers...even when there is no sales territory open. A sharp
sales manager knows that a top producer is not going to just up and leave
a good position without a tool we teach in sales called 'relationship.' Just
like it may take time to build a relationship with a good prospect, good
sales managers need to take time to build relationships when recruiting top
producers.
Coaching:
Great sales managers don't get caught in the trap of "trying to make a pig
sing." Top sales managers invest their time in coaching and working with their
top producers, Note, I said top producers. Unfortunately, many sales managers
reverse the proven 80/20 rule and spend 80% of their time with below average
performers. I suggest spending 80% of your time with your 'top guns.' It is
likely you will see a three-fold return on your investment. It is just like
managing a good sales territory. Where do you want your sales team spending
their time and energy? On your best or average clients?
SALES LEADER'S CORNER
Guess where you are on a even playing field with your competition? Time and
the use of it. The last time I checked, all salespeople are handed a 24 hour
day. The difference between the average sales person and great salesperson
can be their choice of time.
How : Top producers proactively plan their month.
They proactively schedule time for prospecting, meetings with referral partners,
client retention, appointments and on-going education. Top producers get specific
about the number of hours each of the above activities take and book them into
their calendar accordingly.
For example, you have 160 hours to invest each month. How many hours are going
to be spent prospecting? How many hours are devoted to building relationships
with referral partners? How many hours are designated for running appointments?
How many hours are going to be dedicated to client retention? Add up the hours
and make sure you are investing the right percentage of your month on the right
activities.
Where : Top producers have taken the time
to define their best clients. They invest their time building and growing those
relationships. I define my best clients as companies that are profitable, value
your product or service, provide repeat business and helps you grow your business
through referrals. Again, take a look at your calendar. Where are you investing
the majority of your time. With "A" clients or "D" clients?
Who : Top producers invest their time with
winners not whiners. If you want to start settling for mediocrity, there is
a very quick path. Choose to hang out with individuals that blame the economy,
the company's marketing brochure and even better, their prospects.
Top producers choose to surround themselves by individuals
that will inspire and challenge them to improve and grow.
