Two keys to a keeping your sales efforts first-rate:
The first test of a first-rate sales effort is whether it creates new value and new satisfaction for the customer.
The second test is: Does the manager know how to get fresh ideas to improve sales?
Innovative goals will keep you first-rate:
A smart manager knows that positive change always starts with a great idea. Such ideas never appear out of the blue. They require effort and a plan. However, since most people want to be more creative on the job, there is a natural capacity for 99% of us to think things through, resolve any issue and then move on to deciding innovative goals that will serve the customer far better than before.
An effective manager knows that they must give people the chance to create, to be involved, to be accountable, and to see actual progress every week What better way to accomplish that than with an “innovative goals per quarter” process.
Action idea:
- Look at your sales efforts over the past year. What did you like most?
- Make a list of the actions that have become routine and perhaps a bit boring (note: they may be necessary and boring)
- Develop at least five new ways to meet your customer’s needs. If you don’t know, ask the sales team.
- Review current operations to spot those areas that may benefit from upgrade or complete elimination.
- Meet with all those involved in serving the customer to create a “big idea” list. The only requirement is that the ideas must be actionable within 30 days and must create new value for the customer.
- Identify one idea to be implemented and used as a test case. Know how you will measure its effectiveness, etc.
- Decide to implement an on-going “90-day innovative goals process” for the entire year to judge its impact.
Summary
The two keys to having a first–rate sales are:
- Create new customer value every year.
- Obtain innovative ideas and goals from yourself and your sales people every month.
I hope that you will try this simple, yet effective process. Try it for one year, minimum. Less than that and it will appear as if you aren’t committed. When you stay with it, over time, that department will transform itself.
Cheers
Richard L Reardon
800 560 0880
