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Sales Strategies

Sharon Day is President of Greenville-based Sales Activation Group. They help companies who are frustrated with their current team’s performance and/or turnover, teaching a strategic process for revenue generation and employee development.  For more information call 864.293.6633 or e-mail: sharon@2activatesales.com

Prioritize. It's a matter of success.

One thing I know for sure is that time gets consumed by the time we give it.  In the course of our workdays, activities we choose to perform must result in productivity and accomplishment if we are to experience forward progress and growth.  
Making check marks on a to do list might feel like accomplishment, but that's only true when doing so results in goals being met.  A lament that is often shared with me is "I begin each day with a plan, but then a customer calls needing something, or sellers ask for my help, and before I know it, half the day is gone." These folks have succumbed to someone else's plan by not adhering to theirs.  
They've also taught their team that bringing their issues to them for help is standard practice.  Let's break this cycle in two ways: by committing to focus on what's truly important; and, by empowering our teams instead of enabling them.  
One of the most effective tools I've encountered for prioritizing is from leadership expert, John Maxwell. He suggests we answer the three R questions:  What is required of me?  What gives the greatest return?  What brings the greatest reward?  Once these answers are clear, your plan becomes clear.  Commit to spending the majority of your time on these matters; you'll find all other activities, most likely, can and should be delegated or eliminated.
Speaking of growth, each seller must also prioritize which accounts they'll spend their time with and why. They need to identify which have the highest potential and craft their plan as to how much growth they can achieve from each and by when.  Then they need to determine who might help them with their lower-potential accounts so they can remain focused where it matters.  
The number three comes into play with empowering as well. Simply, require that your associates bring you three options and their preferred solution to any issue they share.  This puts the onus on them to think about possibilities, will free up your time and will result in their problem-solving growth.  This is a definite win-win for all.

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People : John Maxwell

04/15/2013 8:53AM
Prioritize. It's a matter of success.
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