Why Slow Sales Leaders Wont Survive

SPEED
Customers demand it. The Marketplace requires it. The Board and CEO expect results now.

Yet many sales managers are slow to respond.

Yet many sales managers are slow to respond.

WHY?

Because speed requires more time and effort from a sales manager. It requires taking risks and learning from failure. The average sales manager will avoid these requirements.

This presentation will explore ideas sales managers can implement to increase their speed.

One key technique weve found success with is taking the agile approach. Agile is a group of methods based on iterative and incremental improvement.
It encourages rapid and flexible response to change.

Heres an example of how it should be applied to Sales Leadership

Meet Just Getting by Jeff

Jeffs been a sales manager for 5 years. He was promoted after consistently high performance as a sales rep. The last two years, his team has missed quota.

He tells his boss he wants a promotion but his actions and results say otherwise.
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Deep inside he knows promotion just means more work and responsibility. Jeff wants more without any additional work.

Image courtesy of timesharebrokersalescom

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Jeff is slow to.

Fire poor performers Change dated processes Hold his team accountable Acquire new capabilities Execute new initiatives Share new ideas Adopt best practices

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Download the SALES LEADER AGILE CHECKLIST to outpace your peers and Make the Number

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You can find Jeff in the office between 8-5 almost every weekday.
He only attends sales calls at the request of his reps. Jeff is being outperformed by his peers.

The truth is that Jeff is becoming the norm.

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The population of top tier sales managers is shrinking.

The need to evolve is exposing many of them.

Sales managers are regressing to average as the market outpaces them.

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Sound familiar?
Your organization probably has a few Jeffs around. The multiplier effect of Jeff is scary. Jeff enables a culture of mediocrity
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Meet Agile Anthony

Anthony works a few hours more than Jeff each week, but not much. He focuses on value added activities. Instead of reacting to his boss and reps, he proactively focuses on incremental improvement.

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Anthonys team knows what is expected of him He spends most of his time observing and coaching.

Anthony has built a culture of peer accountability, incremental growth, and speed.

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Anthonys Key Activities for 2013

Anthony has studied the concept of Agile and applied it to his team.

Agile activities drive results fast.

Anthony has developed a detailed checklist to ensure he is making progress.

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Download the Anthonys AGILE CHECKLIST for detailed guidance on how to implement the following suggestions

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1. Develop a customer research cadence:

a. Social Listening what are customers following, saying, and doing? b. Customer Interviews learn more about each role you sell into. c. Opportunity Win/Loss learn from everyone by asking for feedback

2. Broadcast & Share use Chatter, social media, email, weekly meetings, tracking board, etc

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3. Empower Your Team

a. Coaching with questions vs. directing. b. Turn your team into an idea factory by adopting ideas they recommend.

4. Rely on Analytics measure leading indicators. 5. Be Fast & Flexible Build a sales culture based on speed. Share wins and failures fast.

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The Results
Anthonys team uses these techniques to be responsive to change They produce new ideas, are self aware, and they know their customer. Anthony has created a culture of speed by utilizing Agile.

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Anthony doesnt even focus on the end number. Anthonys goal isnt to hit his quota. It is for every person on his team to exceed quota.

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Evolve like Agile Anthony

Download the Sales Leader Agile Checklist by pressing here.

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Learn More
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