The Failure of Procrastination By Drew Stevens
There is a large storm brewing in many sales organizations unknowing to both sales managers and their bosses. Simply put sales accountability is lacking. The problem results in less production, missing sales goals and more importantly less business.
The rationale for the issue is that between a busy world, too much intense competition and the power of customer influences, sales managers have little time, patience and focus to attend to it. However, dismissing the issue only brings additional stress. The board of directors, CEO and other senior offices disdain procrastination they need results now!
The reason that accountability is so vital to every organization where sales is a necessity includes the following:
It leads to productivity – The only reason for being in business is to acquire and retain clients. This is the sole purpose of every selling professionals day.
It leads to communication – Many sales leaders fail to communicate because they are so busy. Yet with little feedback individuals are uncertain about performance metrics.
It leads to proper hiring – Great production stems from having the right individuals on the team. The only method of employment assurance is measuring your best performers from the average.
Just to be clear, this is not a manifesto to alter every organizational function. There is little reason to run a mechanistic organization, however organizations that lack measurements of success are doomed to fail.
One particular organization recently spent over $25,000 on training only to discover a two percent return on investment! Rather than throwing good money after bad, here are some recommendations:
1. Create Metrics – There is a dire need to create reports that measure lead generation, pipeline management, customer visits and closure rates. Without proper metrics there is little responsibility of assignments. Margot wants to fire a sales representative for lack of performance but there is no report that measure unit and gross sales dollars.
2. Measure Time in the Office – Sales professionals are only productive when they are not in the office. Coke Cola never had desks and chairs for sales representatives. Professionals should be looking at clients not family pictures on the credenza.
3. Shadow Sales Professionals – Too much time is spent in the office. Sales Directors are best when they see their team in action. What you do not see you cannot measure.
4. Create Written Descriptions – Yes sales professionals need to sell but there are a myriad of other tactical issues. Create a list of every facet of the job and ensure the professional signs it. It is ironic that individuals understand there are 13 legal holidays and weekends off but they fail to acknowledge the importance of prioritizing direct customer interaction.
The construct of accountability got lost due to the burden of performing during economic uncertainty and most importantly abandoning crucial hiring practices. Now is the time to make more conscious choices to alter your systems. Procrastination continually diminishes organizational progress movement creates change.
How does your organization deal with accountability issues? Do you have succinct stories or best practices you can share? Provide a quick comment below.
(c) 2010. Drew J. Stevens Ph.D. All rights reserved.
Drew Stevens works with senior officers (CEO’s, Presidents) and Sales Directors who struggle with their sales teams to meet organizational goals and acquire new clients. Drew helps them to create relationships with economic buyers so that sales people close sales quickly and gain more revenue. To discover how Dr. Drew can assist your organization by visiting his website at StevensConsultingGroup.com or call 877-391-6821.