Last month we talked about getting your team together. How to hire the best results, matching skills to the job at hand, a noticeable, rent based on the potential for growth, rather than experience. While getting the right team members in place is a great start, as we all know, comes together is just the beginning. This is what comes after that determines the success or failure.
Most American sports world these days talking about the prospect of a basketball superstar LeBron James, Chris Bosh and Dwayne Wade play in the same team. Currently the Miami Heat team, but it is teamwork, which will determine whether or not to succeed. Can they work together? Can they engage their support cast of players? Whether their coaching staff will be able to participate in strategies to maximize their potential and empower the rest of the team to perform to expectations?
Good to Great
As a coach, Phil Jackson said, "Good teams become great ones when the members trust each other enough to surrender to me We ."
Not only that, the best results must be supported by an experienced leadership and effective systems.
in the business, such as in sports, the trust starts at the top, and teamwork (which does not function without trust) is essential for success. Companies that "victory" to create a culture of success from the top down. They hire with confidence, we expect results and ensure that these expectations are clearly communicated. They hire the best results, hire a real and measurable standards, and maintain two-way feedback. They provide ongoing training, not only to the product / company knowledge, selling strategies, relationship building and systems required for CRM, but to help each team member to understand more about themselves, their strengths and their weaknesses. In short, they encourage an environment in which "we" is more important than "we ."
Empowerment through systems
Top sales organizations also provide your team with a well-communicated to the sales process to serve as the basis for the implementation of the sales discipline.
the sale process as a game plan - the details may change from week to week, or client to client, but the general goal and the steps needed to achieve this goal remains the same. As a prominent coach compiled a game plan without first assessing and his players and competitions, evaluating the match window, and adjust his strategy accordingly?
Before outlining your sales process, you must know your market and know yourself. Know what you do well. Find out where you need help. (This is not always easy if you have problems;. May you need to step back and look at your organization with a more objective eye, or hire outside experts who have systems in place to do .)
Armed with this knowledge, you will be able to adjust their efforts for optimum results. You will be able to see where your current efforts are falling short. You will be able to describe the variables that will be used to measure the activity and productivity. You will have a general idea of how long it takes to move through the sales pipeline, and any training that can help reduce this time.
2006 Harvard Business Review article "The new science of sales force productivity," notes that the most successful sales managers are those who use the method to "put the system about the art of selling, not just relying on gut feel and domestic sales of traditional talent quality miracle worker, but also to the data, analyzes, processes and tools to redraw the boundaries of the market and increase sales force productivity ."
the authors claim that "in today's sales environment, this is not enough to rely on its stars reps and hope for the best." They state that any organization looking to increase productivity should employ a systematic approach consisting of targeted leads, Optimized automation, tools, procedures, performance management and sales force deployment.
Measuring the success of the
Scorecard is one way to pull this all together - the company points to assess market and the business itself in order to get a clear picture of the playground;. An individual scorecard to evaluate players
in sales, in particular, the obvious way to measure results in dollars, but if measured by the results of monetary alone, you do not get great sliku.Kritički aspect can be measured by effort. Sales can often be a numbers game. Rejection is an integral part of the process. For this reason, an individual scorecard to measure the leading indicators and results. By looking at measurable activity measurements to assess the effort and productivity, you and your reps can finish each week with a clear vision of what has been achieved. How many phone calls are? How much discussion is the place? Are all required reports included?
flexibility of the structure
Adhering to a structured system enables rapid dissemination of information, especially in the ever-changing tržištu.Ključna advantage of a well executed plan is that when it is wrong, the processes are in place to know that it is wrong. You can step back, reevaluate and change course midstream if necessary.
as Tom Landry once said, "I do not believe in team motivation. I believe in getting a team prepared so it knows it will have the necessary confidence when it steps on the field and be ready to play a good game ."
Arm your reps to plan, train to win and set the stage for success.
No comments:
Post a Comment