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.
