The Tough Questions
The Tough Questions
You’re the sales manager. You’re the one who’s responsible for bringing in the sales and profits that the company needs. You may also be charged with achieving a certain share of market or reaching specific distribution goals for the brands that your company sells. You have to do all this through other people … through your sales team.
You’re busy all the time. Seems like there’s never enough hours in the day. Even so, you have to take time out once in a while and evaluate your situation. Are you on track with your objectives? Will your organization reach the sales and profit goals that you need? How is your share of market trending? Do you have the distribution you need for your brand or brands? How is each individual territory doing?
Sometimes you may have to ask yourself the tough questions:
- Do you have the right salespeople in each position?
- Do you have salespeople who actually will sell as opposed to salespeople who can sell?
- How do you know? (It can’t just be because they’ve been in the industry for 20 years and have great relationships)
- How many of your salespeople are consistently overachieving?
- If the economy tanked, if people stopped spending money, which of your salespeople would thrive?
- Are your people onboard with the current philosophies and objectives of the company?
- If not why are they still there?
- Do you know what it will take to achieve sales and profit goals?
- Do you know what must happen to reach your desired share of market?
- Do you know what your people must do to displace the competition?
- Are your underachievers fixable? If so what steps must you take?
As I stated above, those are tough questions. However they provide you with a reality check and they need to be asked. There are many obstacles and barriers that can get in the way of having a sales organization that consistently overachieves. A lot of them are hidden. The only sure fire way to uncover them is by doing a complete sales force evaluation.
Oliver Connolly coaches and mentors sales managers and sales professionals. For more information please go to http://www.clevelstrategic.com