Accelerating Sales by Vince Poscente
What would happen if we eliminated all the drama out of a sales organization?
Let’s fantasize for a moment… that happy place in corporate la-la land.
What if a sale’s manager’s job was not managing people? What if his or her sole focus was just on improving sales. No damage control on who hurt who’s feelings, no fragile egos running to the managers office to complain about stuff, an entire office of people 100% accountable for their actions and results.
Instead of managing people, the sales manager would entirely concentrate on improve sales.
Don’t jump out of the dream just yet. Stick with me.
Imagine a sales manager that could spend his or her time as follows:
* 35% on generating leads for the sales people
* 35% on improving efficiency of sales operations
* 20% on internal effectiveness initiatives like less paperwork
* 10% on protecting the rebels and their wellspring of innovation
How would that accelerate your organization’s sales?
You might be fortunate to be part of a well-oiled, highly accountable sales division. You might be part of a semi-dysfunctional sales group. Or you might be suffering in a sales organization that is like an adult daycare.
Whatever your situation, the sales team can always improve. Be a part of finding ways for everyone to own their own problems and find the quickest solutions. Do this and your sales numbers will accelerate.