How to Double Your Sales Team’s Productivity

Your Presenter:Stephen Pearson

Agenda1) What does it mean to be productive?2) What are the 1 or 2 highest leveraged

things/activities you can do to create the best results?

3) What can I automate? Is there a tool or application available to help?

4) What can I get inside or outside help with? Can I get temporary help with a mundane but important task or project?

5) Have you asked for the business?

What does it mean to be productive?Encarta Dictionary:Producing something abundantly & efficiently

Similar terms: Fruitful, Fertile, Creative

But…Are you producing the right things, or being productive in

the right areas??

What needs to happen in the next 12 months or nothing else matters?Is what I’m doing or producing profitable?Where am I (or my team members) spending most of my

(their) time?Is it helpful?Is it getting me or my organization where I want to be?Is it (my product or service) doing what I say it does?Do people like it?Are the right processes in place?Do I have the right target market for my service or

product?Where do I want to be in 1, 6, 12 months…. in 5 years?What do I need to put in place to get there?

StrategyDo I have a strategy in

place?

Is it the right strategy?

Business & Sales Strategy now in Place?Great. Now what?

Ask yourself these questions:

1. What’s the Gap? What is the “X-Y By When?”

2. “What are the one or 2, highest leveraged things/activities I, or my Team, can do to create the best results against the strategy or goal?”

…in the next 1, 6, 12 months

What’s Your Strategic Bet?Do you know the goal/strategy?

Does your team know the goal/strategy?

Tell them, and ask them how they can uniquely contribute.

“What 1 or 2 things can you do this week to contribute to the goal?”

Lead vs. Lag MeasuresLag Measures:Monthly Sales, Monthly Revenue, Monthly

Costs, Customer feedback Scores, Order Turnaround time…

“Oh great!” or “Oh Crap!”

Lead Measures:Activities with the strongest impact on the Lag

MeasuresExamples:Calls, F2F Meetings, Hours in production,

down-time…

What gets in the way?InterruptionsFire FightingUnexpected circumstancesUn-anticipated Client requests/complaints(The kids, the dog…)

The day t0 day WHIRLWINDaka… The “Real Work”

ExecutionGetting from Strategy to

Results

FranklinCovey’s4 Disciplines of Execution1. Focus on the Wildly

Important2. Act on the Lead Measures3. Keep a Compelling

Scoreboard4. Create a Cadence of

Accountability

Strategy Execute

Can’t Control Can Control

Results

The #1 Reason Why Leaders Fail?

•70% of strategic failures are due to poor execution of leadership…•“It’s rarely for a lack of smarts or vision.”•Source: Charan, R. and Colvin, G. “Why CEOs Fail”, Fortune, June 21, 1999.

What Causes Strategic Failures?

•“You can have elegant strategies, but if you can’t implement them and you don’t have the tenacity to follow through on them you’re not worth anything. If you look at companies that have done really well out there, they have great strategies, but they are maniacal implementers.”•Kevin Rollins, former CEO of Dell Computers

3) Keep a Compelling Scoreboard

http://www.jpowered.com/php-scripts/adv-graph-chart/download-software.htm

4) Create a Cadence of AccountabilityWeekly Commitments around the Lead Measures

Weekly reporting on last weeks Commitments and Results

New Commitments for the week to come

10:00

11:00

The Work Compass

8:00

Monday Tuesday Wednesday Thursday Friday

9:00

1:00

2:00

12:00

3:00

4:00

Objective 1

Objective 2

Objective 3

Objective 1

Objective 1

Work Compass

Objective 3

Objective 2

What Can I automate?Is there a tool or application

available to help me?

Sample ToolsScoreboard Tools - www.my4dx.com

Sales Process & Selling Tools – www.salesmobile.ca

Sales & Marketing Automationwww.aceofsales.comMicrosoft Outlook

Mission, Execution xQ, 7 Habits Self-Assessmentwww.franklincovey.com/tc/resources

General Business Guides and Toolswww.canadaone.com/tools

What Can I Get Inside or Outside Help with?Can I get temporary help with a mundane or important task or project?

Have you Asked for the Business?Trial CloseClosing techniques

Tell the prospect:•“I’d like your business.”•“I’d like to be a partner with you to help you achieve that.” (And, by the way, here is what the investment would look like.)•It’s okay to be a resource, and to demonstrate what you offer, or to entice with compelling freebees. But have strong boundaries and quickly move to a money-making stage/transactional stage.

Conclusion: Can You Answer These Questions?1) What does it mean for me and/or my team to truly be

productive?2) What is my Strategic Bet (WIG) & What are the 1 or 2

highest leveraged things/activities that I/we can do to create the best possible results (day to day, week to week, month to month)?

3) What can I automate? What tools and applications can help?

4) Utilizing inside or outside help: Can I get temporary help with a mundane and/or important task or project to help push to the next level?

5) What Can I do to get Better at Asking for the Business?