Keeping sales teams focused on a quarterly plan, (inclusive of both results goals and activity goals), will keep the odds stacked in your favor to reach your company's goals. For a complimentary copy of the "RightNow 90 Day Plan" template, please visit our eStore for a free download. http://www.rightnowconsulting.com/store/index.php?p=catalog&parent=4&pg=1 The download is provided as an Excel file, with permission to modify and use.
Sharing a template such as this will help keep everyone focused on achieving their goals, and at a minimum, help track the right activities every step of the way. Tracking over time provides you, in retrospect, the perfect documentation to evaluate not only what works best in your marketplace, but also what activity works best for each representative.
So, Now What?
Creating plans, setting goals and communicating expectations is a waste of time UNLESS you have a plan for following up, measuring and holding yourself or your team accountable for their progress.
As you create your expectations, think about (a) how you are going to measure your or each team member's activity and/or (b) know how/if they are accomplishing their goals. Using a standard rule of thumb as a sales manager, you should be asking yourself or connecting with each member on your team individually no less than once a month (ideally weekly) on a few key questions:
- What is your revenue goal for this month? Are you on track? If not, what is your plan to get on track? How can I help?
- What is your “new client” goal this month? Are you on track? If not, what is your plan to get on track? How can I help?
- Who are your difficult prospects? Is there anyone in the company who can help you move this prospect along the sales process? (Dual meeting with management or escrow?) Can I help by assisting you on a visit?
- Which clients are you targeting for growth? What is your progress? How can I help?
Consistency is The Key
Checking in consistently with your team members realigns their focus on the right activities, which in turn achieve the right results. Consistent communication will help you, and your team, focus on the necessary activities which will help you achieve your first quarter goals and ensure a good start to a successful New Year!
Let us know how the sales and escrow planning tool works for you in your organization. Have you found it to be a useful tool for open discussion with your team members? How can we help drive your success in 2008?