Phil Lauterjung

YIKES!  It’s the end of June!  The Year is half gone!!

This is a time of year when most sales managers and their sales people come to the realization that their is half over.  They start to evaluate where they are with “the numbers”, and dread begins to set in if it doesn’t look good.  And that’s in a good year.  Most haven’t had to face an economy like we are dealing with today…ever!  In their entire life!

So, now the mid-year evaluation takes on a whole different look.  For some the uncertainty might lead to beggging – boss, please can’t we just adjust the numbers a little bit?  I promise, no sand bagging.  Others dig in and start putting more pressure on their staff to just go out and find some new business.  And, then there are those that might simply resign themselves to take whatever the economy might deal them; and face whatever consequences that come at the end of the year.

Well, it doesn’t really have to be that way.  But, time is growing short.  Lee Leavitt, Director Sales Advisory Practice for research firm IDC, in his June advisory letter says that sales people must have the right conversations with the right prospects right now!  He lists three steps that need to take place -  you win the prize if you guessed this – right now.

1. Target the Right Prospects and Customers. Okay, okay I see you nodding your heads and muttering ‘no duh’ under your breath; but hang in on this one.  You should have the data in your system  regarding those prospects and customers, but you need to take another look and ask the following questions.
   • Which prospects said “no” to us 6 -9 months ago?
   • Which customers have contract renewals coming up?
   • Which competitors are having a tough time?
   • Which of our prospects are growing fastest?
   • Which of our clients are growing fastest?
   • Have we updated the buying profiles of our customers?
2. Deliver the Right Conversations.  You will likely have to reconstruct some of these based on your findings from #1 above.  But, ask why should a prospect buy your product or service right now?  Why should an existing client upgrade now?  Have you seen any news about your prospects or clients that might alter their situation to give them a reason to consider your company?  Take these conversations out to the field and then validate your initial assumptions with feedback from your sales people, and make any necessary adjustments.
3. Ensure the Right Behaviors. A lot of companies have a secret weapon available, but they are usually filling out endless reports.  Lighten the load, at least for right now, on your front line sales managers and allow them to spend more time in the field coaching.  IDC’s research shows that when sales managers spend most of their time coaching reps, performance soars.  Who knows, you may even decide to make the change permanent.  Lee notes that a mid-size software company did just that and realized a sustained 14% increase in sales.  That probably sounds real good to most of us right now.

Do you agree with this approach?  Please leave your comments and let’s see if we can all have a much better second half!

No related posts.

Related posts brought to you by Yet Another Related Posts Plugin.