Posts Tagged ‘discipline’

Tebows and Turkeys

Tuesday, November 8th, 2011

It’s November and we’re deep into the fall sales quarter, football games and we’re fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs Alabama), Tim Tebow highs and lows, and depending on your favorite team, a slew of great and weak performances as teams vie for bowl games and playoff berths.

Reminds me of salespeople and sales teams as they wind down these last 2 months of the year. There are those that step up and those that check out; those that live up to the hype and those that disappoint; those that overcome adversity and those that crumble under pressure. We watch it every week on TV. And we watch it every year as it’s crunch-time season in the sales arena.

Tebows and turkeys abound.

Regardless of what you think of Tim Tebow’s NFL prospects as a productive quarterback, he’s a winner. What he did this past weekend in Oakland, CA is a great example of one stepping up, living up to the hype, and overcoming adversity. A VP of Sales would love to have a whole team full of Tim Tebows who can face knockdowns, disparagement, failure and come roaring back with tenacity, hustle, appropriated skill, mental and physical toughness, and a gracious winning attitude. Sorry if you’re a Florida, Tebow or Denver hater – gotta love a gutsy winner with heart.

In our business we can teach sales skills, process and prowess. We can’t teach heart. Heart can be developed over time but must come from within. You know when you see it. It’s a great thing to watch in any field of play.

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2011 Sales Performance Study – Forecasting Excellence

Thursday, May 19th, 2011

CSO Insight’s recent Sales Optimization Report reveals that when rating their “Ability to Accurately Forecast Business,” 46% of salespeople rate Needs Improvement. This is down from 60% five years ago, so there is progress in forecasting accuracy. There were 44% that rated Meets Expectations, and only 7% seen as Exceeds Expectations.

At MXL Partners, we’re big believers in a rolling 30-60-90 Forecasting methodology. Many companies acknowledge that they practice this, however we’ve recently seen yet another example this quarter of a sophisticated multi-billion organization with sketchy forecasting practices.

While all the information is in the CRM and reports are plentiful, there are still 3 issues:

    1. Visual Clarity in Reporting – CRM reports are cluttered and inconsistent, allowing missed cues and trends buried in the data.
    2. Consistent Updating and Accuracy of Information – without deliberate discipline and appropriate attention to detail at the rep and management level, this is a key reason for misleading forecasting.
    3. Adherence to Sales Process – paying only lip service to stages, milestones and stepscauses more pain and delusion than it should.

When a rep creates and manages their own visibility reports of all Pipeline, Best Case and Commit Opportunities, updates this weekly with views over at least a rolling 90-day horizon, and then forces adjustments and actions to this Pipeline/Forecast view per a prescribed milestone process, then they will be prepared to report to management, and themselves, with truth and accuracy.

It’s actually simple and powerfully effective. The problem is not in the CRM but at rep and management level.

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More Research or More Sales Calls?

Wednesday, April 6th, 2011

It’s an age old question: Do I spend more time researching companies before I call them or do I make more “cold” phone calls? This topic is too much debated. It’s a qualified no-brainer. You want to make more calls. Let me explain.

If you make 10 calls in a 2-hour period because you’re studying lead prospects’ web sites, social media sites and rooting around your CRM, and I make 30 calls in the same 2-hour period, all things being equal, I’m going to outsell you. Over a period of weeks, months and year, I will cover more ground in the territory, uncover more opportunities and drive more revenue.

Now I didn’t say zero research or no entries in the CRM. It’s about intelligent balance. Here’s the trick – 3 keys that will separate Producers from Meanderers:

1. Know Your Targets - if I know my vertical or target audience, then I can do cursor research, i.e., quick specific info checks on web sites or other sales intelligence resources.
2. Know Your Pitch - if I know what I’m going to say then I have No Fear and will boldly make great quality calls and leave great quality messages all day long.
3. Know Your Metrics - if I know my cadence metrics and results then I will confidently and systematically work the numbers game.
4. Batch Your Updates - if I keep my calling notes separately on a spreadsheet as I make my calls I can update the CRM appropriately at the end of day or night without losing my calling rhythm.

These keys result in Focus, Confidence, Accountability and Speed. You don’t need a manager to guide you; you can manage yourself. I will gladly take a team full of smart focused, confident, productive self-managers any day over a team of over-organized, plodding, CRM perfectionists.

Are you or your team really as productive as can be?

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Sales Leadership System

Tuesday, March 15th, 2011

Mention sales systems and one typically thinks of IT, CRM and/or processes. Mention sales leadership and one may think of strong, effective salesmanship and/or heroic management overseeing the sales troops much like a military general. In truth, great sales leadership can be successfully systematized beyond technology and personality.

In more and more organizations, the need for an effective Sales Leadership System is clear if not obvious. It is possible and desirable to have a process-driven sales management structure that runs with machine-like efficiency and as effectively as the most well-designed technology system.

There are 4 key requirements associated with an effective sales leadership system:

  1. Sales Process Redefinition – over-hauled, clarified and aligned with Sales and Marketing, no lip service any more
  2. Sales Strategy Reinforcement – clarified customer targets, audiences, messaging, playbooks and gameplans
  3. Sales Metrics Discipline – consistent visibility and measurement metrics, reliable, streamlined pipeline/forecast management
  4. Sales Review Cadence – acceptable and sustainable pace and form of rep/team reviews, coaching, planning per month or quarter.

Not easy or quick to roll out. These take time, care and experience to institutionalize a best-practice sales leadership system. Tough to do if your driving Sales, Marketing or the whole company. It’s like orchestrating a complex symphony while you’re playing first chair violin. Let’s discuss your 2011 plans.

How’s your sales leadership system?

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Developing a Sales Mentality

Monday, February 15th, 2010

Some say that salespeople should be hungry, aggressive and always closing. This sounds fair and reasonable, if not somewhat cliche. I maintain it is something more than just assertive actions. It’s a sales mentality – actually an attitude and mindset that can be developed and honed.

So what exactly is a sales mentality? It can be reduced to 3 key elements of perspective, discipline and prowess:

  1. A Balanced Sales Perspective - a healthy view of self, product and customer 
  2. A Strict Personal Discipline - a daily regimen of managed time, inputs and prioritized activities
  3. A Hunting-Farmer Prowess - a new business and account growth sales skill and mindset

With a strong sales mentality, a salesperson is well-reasoned, self-managed, and multi-faceted. Can a person or team be trained in this? You bet.

Wouldn’t it be great to have an entire sales organization like this?

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