Here is a 45-day mini sales action plan that gets very fast, productive results. First, if you have made efforts to improve sales and if you are still not getting the response you want from your salespeople, try this 60-minute exercise.
60 Minute Exercise
Explore these three questions below with your entire sales team. Before the discussion begins, review the following guidelines for the discussion:
Guidelines for the discussion:
- The purpose is to build on current strengths - not problem solve.
- The meeting must end in less than 60 minutes.
- The suggestions must be actionable immediately (do not allow “we need this or that additional resource first” comments).
- Everyone must contribute at least three suggestions per question.
- The top three suggestions will be chosen by the time the meeting ends.
- Laughter, enjoyment and creativity are allowed.
- A lead sales person will facilitate the meeting (not the sales manager or company leader).
After the meeting begins, make sure everyone agrees that the purpose is to decide on two new, forward-moving sales actions that will be taken within the coming 45 days.
Your 45 Day Plan
The 45-day window is important to emphasize.
You are looking for immediate actions and results. If you fail to time limit this, or if the group doesn’t agree to a time limit, the process will go on too long and probably yield few results. Strive to make this both simple and meaningful.
Here are the three questions for discussion:
- What has this sales department accomplished over the past 12 months?
- What improvements could be made and implemented in these two areas?
- Serving customers
- Generating new opportunities (prospects)
- How can this group commit to these new actions and not let other performance slide?
I have found that opening the conversation on what has been successful really helps to build interest in improving sales results.
Most likely, 90% of sales departments can answer the above questions in their sleep. Chances are that most would appreciate the opportunity to answer them in an open forum.
Try this suggestion and you will see improvement. As always, if you do try this, let us know how it goes.
