The 3 Disciplines of Sales Execution
If you are a sales manager, it is very important that you coach your sales staff to know how to execute on sales. Your team members need to know what the goal is, know what they must contribute in order to reach those goals, and know the score. Even though every sales professionals intentions are good, there is a big difference between intentions and execution. Strategies are great, but they will only work if you team members know what their role is in the equation. Just because you have a strategy, it doesn’t necessarily mean that you will execute on that strategy if things are jumbled and unorganized. The 3 disciplines of sales execution are as follows:
1. Know What the Goal Is. Just like with a ball team, professional sales personnel must know what their goal is to get a good end result. Not everyone’s definition of what a goal is might be the same, so it is important to meet with your sales staff to ensure that everyone is on the same page. Collaborating towards the common goal of a great performance will boost the morale of your sales team.
2. Know the Strategy. If everyone has a different strategy, things probably won’t work out well. Meet with your sales team members, and devise a strategy that will work across the board. Once everyone is familiar with what the strategy is, then they can begin to implement it to get good results. Your sales team will most likely be a jumbled mess if you don’t have a solid strategy in place.
3. Keeping Score. Your sales team must know where they stand at all times. Competition is prevalent in anything, but especially in sales. In a ball game there is a real scoreboard and a real time clock that is counting down, to where players know if they are leading or trailing, and they know how much time they have to turn things around. Have timeframes in place, and make sure everyone knows how their performance is measuring up.
Executing sales is difficult if things are not precise. All sales staff must be held accountable for their actions, and team leaders need to give them the guidance and support that they need to succeed. With the right leadership, they should be able to execute sales, and give a better overall performance.
The Sales Coaching Institute provides professional sales team training that will help every member of your sales team take charge of the process and achieve results.
