So, since I’m just a salesguy, I have a couple of choices-I can worry about the crunch of the month, or I can plan out my time and not think about the month, but think about 20 selling days and how I’m going to divide my very limited time between closing key accounts in July and working on my call plan for Q4’s opportunities. I can charge ahead every month and do “the best that I can do”, or I can take one full day at the beginning of every month to plan out the fact that at most I only have about 125 actual effective selling hours during any given month, and I well know that July and August (It always amazes me when I get the excuse of the summer vacations every year as if it were a big surprise) are going to be slower than April and October.
Effectiveness, Efficiency & Enablement-the three most critical responsibilities of any good sales manager today since our #1 issue must be how we can create more time for our salespeople with their customers and prospects…especially now in this very uncertain economic morass and time of uncertainty over the next six months.
As I go back to reading my book (Dharmesh Shaw & Brian Halligan’s Inbound Marketing-Getting Found) here on the beach as I take some time off, I'd like to ask you to think about what you’re going to do to make your salespeople’s lives more effective, efficient and enabled? How would you rate yourself as a manager in this today? Be very objective and then set a December goal, stick it on the wall and start to plan out what it will take to improve the overall productivity of your sales team. No better time to think about this than right now because come Labor Day, there ain’t much time left before the end of the year, and what time there will be will be at warp speed.
DERBY Management-Associated Industries of Massachusetts
Annual Sales Management Boot Camp: 9/30-10/02
As an incentive to sign up, we're offering a free Whiteboarding Session at your place or ours conducted by one of our senior managers to explore in detail any sales issues, questions and opportunities that you might have. It’s a $2,000 value which you can use as soon as you sign up or any time within the year following the boot camp!
Click HERE for a quick overview and email me to set up time for a call if you have questions.
Click HERE for full agenda and pricing. Early Bird pricing ends August 15th