Conducting A Sales Orchestra
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In any sales organization success is based on the whole. One
virtuoso cannot carry the orchestra alone. The Sales Manager must
play the part of the Conductor balancing the efforts of the average
performers and the stars. A manager who provides skills upgrades
through training and motivation will lead his orchestra to an award
winning season. Here are six exercises for transforming your sales
department into a virtuoso ensemble.
1. Acknowledge and celebrate progress. Sharing the results of hard
work is very motivating, so share your weekly, monthly, quarterly
progress towards your sales goals. Applaud your individual
performances that contributed to the success of the ensemble. When
the numbers don't hit the mark, share this information and
brain-storm possible solutions.
2. Nurture success. Meeting sales goals is a group effort which
requires leadership and direction. Support your orchestra by being
available to help them solve problems, answer objections, and access
training. Role-playing and practice sessions will greatly improve the
overall performance of your sales orchestra.
3. Establish accountability for personal performance, as well as
the performance of the whole. Inspire your salespersons best efforts
by reminding them of their importance in the overall corporate plan.
Review each salesperson's progress weekly to ensure that problems are
identified early, and success is recognized and acknowledged.
4. Share the organization's objectives. Each salesperson needs
individual goals, and needs to understand how these goals fit into
the full-orchestra score. While establishing the section parts, make
sure that each understands the entire symphony and his or her
contribution to it.
5. Set individual goals. In order to improve and maintain
productivity each salesperson must have a set of goals: weekly,
monthly, quarterly targets. Lead each of your members to develop
incremental targets and activity plans. Schedule sessions, one-on-one
and/or group, to review their current accomplishments, improvement
and address problem areas and questions.
6. Listen. Every good conductor is an expert at hearing the music
clearly, establishing open communication between him- or her-self and
the orchestra. When your salespersons communicate with you, listen
carefully before responding. Careful, considerate listening on your
part will make your orchestra more receptive to what you have to say.
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Success will be yours when each member of the orchestra
understands his/her worth and contributes 100 percent to the overall
performance.
Good Selling!SM
Paul H. Green
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