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Sales and Sensibility
The Tower, 2 Stable Cottages
Pangbourne
Reading
Berkshire
RG8 8HN
Tel: 0118 9767658
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Proper Planning Promotes Positive Performance

  • If you were a small business would you run your business without having a water tight business plan?
    •

  • If you ran a blue chip company would you run the company without having a vision of where you are going, agreed goals that you need to achieve and a strategy in place to help you achieve your goals?


    • Well you could however you would not be very successful!

    Effectively sales people run their own business as they have their own territory or set of customers to develop however many sales people I have met over the years still do not have their own business plan or goals in place to ensure that they are successful. Many sales people wait for their sales mangers to give them their targets at the start of the new year and they have a one to one to discuss what they need to focus on the achieve the targets. However is this really enough to ensure that your sales people have a plan to over achieve? The answer is NO!

    In order for sales people to achieve peak performance they need to have a proper plan in place. A plan that helps them to make the company targets and goals their own, a plan that helps them break annual and quarterly goals into smaller achievable chunks, a plan that helps them to identify the barriers they may face along the way and the actions they need to take to be successful.

    This month I would like to introduce you to a fantastic sales planning tool called the 'Works Compass'. The 'Works compass' is a widely used coaching tool that will:

  • Enable your sales people to identify and focus on their key priorities for the quarter/year ahead.

  • Decide the 'I want' and the 'What's in it for them' to overachieve

  • Label their relevant Strengths - 'I Can Talk'

  • Set goals around those identified priorities

  • Negotiate major potential barriers

  • Identify specific actions to achieve their goals


    • By using the 'Works compass' you will keep your sales people on the right track to reaching their final destination - over achievement of their target.

    You can use the 'Works Compass' as a planning tool in a one to one meeting with your sales people or as part of a team planning session.

    Click here to download the 'Works Compass'

    Click here to download the instructions on how to effectively use the 'Works Compass' and gain some great team exercises for your next team meeting


    Fiona Challis
    01189 767658


     

    In this section:
    The single biggest mistake that marketing teams can make!
    The single biggest mistake that sales teams can make
    FREE Internet, business and marketing seminar
    The best sales strategies to increase sales
    Give your sales team a motivation makeover
    An amazing offer to get a FREE sales consultancy day
    A Fast Track skills development program for sales leaders
    10 Sure-fire ways to de-motivate your sales team!
    What causes underperformance in sales teams?
    Top Sales Management Course
    Getting sales teams to take ownership for their own success
    The Seven Sins of Sales Management
    Sale training course winner
    Proper Planning Promotes Positive Performance
    Impact of reduced customer spend
    Retaining your key talent
    Employees become de motivated
    When to provide Executive one to one coaching?
    Sales team motivation
    The Top Performer Formula
    Sales training is a waste of time and money