Strategic Direction Blog

Sales professionals would typically be evaluated on their ability to achieve quotas and generate sales. In today’s economy however such clear-cut metrics don’t always reflect true efforts.

Sales/revenue goals are important when measuring effectiveness, but they cannot be the sole determinant of performance in down times. Other criteria such as net activity levels, attitude and motivation are equally important, as they demonstrate an individual’s efforts to keep the company visible in the marketplace.

Are your sales professionals bringing positive outlook? Are they aggressive and proactive at identifying and qualifying new prospects? Are they doing what it takes to close sales in a bad economy by working harder to build out their prospect pipelines to achieve the volume necessary to generate returns?

Top sales professionals with a deep understanding of the company’s products and services remain the best weapons in this economy. The key to success in this economy is to arm them with qualified leads, proper coaching and good training then turn them loose!

If you are faced with having to downsize, help your team land on their feet. Here are a few things you can do to show your employees you care and have a personal interest in their future:

1. Invest in material to assist with resume/CV writing. This can be in the form of workshops, software or even books.

2. Use internal or external talent to assist with creating formats for resumes and cover letters.

3. If your company has a strict policy against providing references rethink this at least temporarily in order to give the employee the added edge duing the interview process.

Remember employees are people first and they will appreciate your added effort.

As a good manager you’ve probably noticed differences in how your team members operate, in their work styles, and also their preferred methods of communication. But have you consider whether they are an AM or PM player? By that I mean, what part of the day are they most productive. Is it the morning or the afternoon?

A recent survey found that 4 in 10 people are at their best after lunch! Many managers expect full power by 10:00 am and are disappointed when they simply don’t get it.

This week, begin to notice at what point in the day the members of your team get the most done. Maybe even give them a project for the day and notice at what time they complete it. Once you begin to see a pattern emerging, you’ll be able to use this information to gain better results.

So, next time you need something done by a member of your team, you can ensure you present it to them at their optimum working time!

Simple! And incredibly effective.

I came across this interesting piece published by Harvard Business Review February 2008. There are some great pearls here. Cut and paste this in your browser:

http://blogs.harvardbusiness.org/hmu/2008/02/how-strategic-is-your-sales-st-1.php .

If you have any difficulties opening it please let me know, I will attempt to send you the link via email.

Good reading!