I was driving through Buffalo, NY and I was approaching an area where there was some construction going on (shocking, right?). From a distance it looked like they were de-icing something. Whatever they were doing caused an incredible amount of steam and the steam cloud spread across the street. I was three car lengths back and I heard the screech of breaks and the crash. The guy in the truck hit the breaks and came to a complete stop in the middle of the cloud and minivan in front of me plowed into him. Fortunately, I was able to stop in time. I didn’t even spill a drop of my ice coffee.
When the path is cloudy we instinctively hit the breaks.
The same exact thing happens in business. When your team approaches something cloudy or unclear, they hit the breaks.
Lack of role clarity, mis-alignment, unclear objectives, not having ideal customer targets, not understanding the comp plan or the way to win are all things that will cause your sales leaders and sales team to ‘hit the breaks’.
Those breaking moments are lost revenue, lost productivity, and lost efficiency. You can not afford them.
Here’s how to prevent it:
- Have a plan.
- Make sure your plan outlines your objectives. (Big rocks)
- Include how you will hit those big rocks.
- Add specific action items.
- Ensure your people know where they fit and what is expected.
- Break the objectives into small, digestible bites.
- Get your leaders on board.
- Communicate the plan.
- Do it again.
- Measure progress.
It sounds so simple, but it is often missed. Believe me, I’ve seen the break lights.
Good luck. Let me know if I can help you plan for a productive 2019.
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Ideas, comments, and questions are always welcomed! Happy Selling!