Improving Sales Performance

What does it take to improve sales performance? Hard work, of course. But there is more to it. We recently conducted a survey of high-power sales organizations to find out the best way to bring about desirable change. We found out that whatever tools and support management may provide, there are four key SMART Tips that need to be in place to make desirable change take place - plus a bonus:

Tip #1: If they build it, they will use it. In other words, if the sales people on the receiving end of the change have meaningful input into building the tools for change, they are much more likely to adopt the change and use the tools.

Tip #2: They will use it if they understand it. "Ease of use" seems to mean "rate of adoption" in the sales world. If the tools make sense and don't impose a tremendous burden of overhead, then salespeople will use the tools.
Tip #3: If they use it, they'll be more likely to get desirable results. After the tools, methods, trainng programs, and/or technology are in place, and salespeople use them, both sales and management can measure the results. And once you measure the results you can manage them pretty well.

Tip #4: Once they get results, they want more and better results. So it was worth the effort to put the right technology, training and business processes in place.

BONUS: If you don't let them build it, they won't be likely to use it, and you most likely won't get the results you want.

This article is based on a session we conducted at the 42nd Annual Conference of the Strategic Account Management Association (SAMA). All of our survey participants were members of SAMA and attendees at our workshop. Visit the SAMA website to learn more.

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Prepping for Year-End

Q4 is the best time of the year for planning Q1, and all of next year. Don't let the final quarter of the year become consumed in last-minute closing. Set up a checklist for year-end performance management:

1. Identify the A list. Pay attention to deals close to a close, but leave time for other chores.

2. Review your Q1 business development strategy. Review your Q1 business opportunities; make sure you have covered all your bases.

3 Plan next year's targets. Review last year's performance targets and indicators; refine, modify and upgrade them to be ready for next year.

4. Network. Use year-end gatherings as a critical way to warm up your key contacts and make new ones.

5. Don't forget to rest. Take some time to regroup and recharge your batteries, especially if you want next year's performance to exceed what you accomplished this year.


	*SMART TIPS* The Bristol Strategy Group Newsletter for Effective Sales Organizations