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goal setting

Clear your mind

Clients, vendors, sales representatives, and products fill up most of your time, leaving few minutes each day to organize yourself and clear the clutter from your desk or mind. January is “get organized month,” but busy sales representatives and managers can’t devote an entire day to administrative tasks without losing potential profits. Here are seven ways you can create organization to drive success in ten-minute increments any day of the year.

Business woman points a finger and talks to employee writing notes

Understanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader. To be an effective leader you need to master both leadership styles; the key is to know when to wear which hat.

When you’re managing, you’re often organizing a project, providing instructions, outlining the end goal for your business, and you may find yourself being more directive and task-oriented.

Business man writes a note

Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. You, as a sales manager, should be prepared to lead your team out of the doldrums effectively and efficiently.

We’ve identified 6 things exemplary sales managers do to drag teams from the muck. There’s no perfect solution to sales slumps, but these techniques will help mitigate damage and keep your staff afloat through the toughest times.

Identify and address problems

So when did you start saying, “I’ll get to that tomorrow” when it comes to your goals for 2014? January 2? January 10? Did you make it all the way to the Super Bowl before giving up?

If you've fallen short of a goal already or are on pace to fall short before the end of the year, you're trapped in the procrastination triangle.

What is the procrastination triangle?

Draw an equal sided triangle. Label the top “no goals,” the bottom left “no plan” and the bottom right “no discipline.”

“A person’s burning desire to achieve something must come from within.”

You’ve set lofty goals for 2014 but have you also built the plan to achieve them?

Often we fall into the trap of setting goals without ‘building a plan’ to achieve them. If you decide to make one change this year – ‘build the plan and then implement it’.

Here's a quick acid test of your hiring-to-turnover ratio. How often are one of these phrases heard in your company?
- I'm not a micro-manager.
- I hired them to...
- They know what they're supposed to do...

If our business world was homogenous then those phrases would be correct because every sales job would be exactly like every other sales job. Every expense filing procedure would be exactly the same at every company and every role would have exactly the same weekly behavior expectations.

I am a "serial goal setter"! I have used goals all my life to chart my path and measure my progress. Perhaps it's my need to be in control that has driven me to do this or my desire to anticipate what may be looming over the next horizon. Be that as it may, I do know that far too many sales people allow others to chart their course.

Attending a networking event? WHY??

That may seem like a strange question, but time is one of our most limited resources! Taking a few minutes to evaluate why you should attend THIS particular networking event may save you hours of unproductive time and energy.Often, sales professionals tell me that they make their decision to attend an event based on the location of the event and their calendar availability. Instead, base your decision to attend an event based on:
Will your ideal target market likely be there? If not,

I didn't begin my business life with a burning desire to become a career salesman. As shocking as it is now, I actually thought that I might become a dentist until it registered that I would really have to put my hands in some other person's mouth.

Why? Why do we get up every day and go to work?

Because we have bills to pay: Really? Listen to the news-not paying your bills is now as much a status symbol as a Gold Card in the 1980's.

Because that's what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed-and you don't know what is really expected, do you?

Because employees depend on us: Really? Management texts say a great manager implements systems that will operate well when management is not there.

Really it's because Mom or Dad said so!