Manage Your Sales Team With FOCUS
So, Ronan, I want to step up my management skills for my sales team. Up to now, things have worked informally. However, we want to scale. And I want to ensure I’m equipped for the changes ahead.
OK, so what is the primary challenge?
Well, I’m transitioning. I am great at motivating the team. And it has worked. But I also have to manage clients. I’m travelling more than ever. I want to implement a new Sales Pipeline Management System. Also, our accounts system needs an update. The quotations we produce are not good enough. We have two new product launches on the horizon. We need to be prepared for those. And I have a new team member that requires a lot of hand-holding. Oh, and I have a million things on my to-do list.
Ronan, I’m beginning to feel this is a therapy session. And I’m having a moanfest.
It sounds to me that you are describing most sales leaders challenge. I would say that the number one challenge most leaders in sales is time.
Well, it is definitely mine. And I’m feeling a little overwhelmed, to be honest.
So you’re normal then?
Ha, I guess so.
Why don’t we start with a simple exercise? Write down all of the stuff you have on your mind at the moment. All the things you think about. And all of the things you have to do. Including those non-work related things. You know the kids training sessions etc.
I do have a list done of my tasks. And I write a daily to-do list.
Great, but what about the things that worry you most? What about the actions from sales meetings. Internal meeting actions. Project updates. Where do they reside?
Up here (pointing to his head).
So, first thing is you want to get everything out of your head. Start with a complete brain-dump. Let’s list everything, now.
How does that feel?
Scary. There are a lot of tasks up there (on the whiteboard)
But now let’s narrow the focus to just 3 tasks. I call them SHITS (Super High Impact Tasks). So don’t get offended. But, let’s get your SHIT together, now.
Just 3, Ronan? Are you sure?
Absolutely. Your ability to narrow your FOCUS is a skill that can transform your results. Imagine you could identify just 3 SHITS. Only 3 things. But, you knew that if you executed these 3 things perfectly this year. It would make a significant difference to your sales results. What would that mean to you?
Well, I think we both know the answer to that one Ronan. It is just the thought of being so narrowly focused that scares me a little. And at the same time energises me. It makes so much sense.
Remember, it is not that you ignore everything else. Emergencies happen. Great ideas will pop up every now and again. Priorities can change due to the unexpected. However, you are developing a laser-like approach to managing your sales priorities. After all, the definition of priority is ONE thing.
I get it. But in practical terms how do I maintain such a level of focus.
We can deal with the how next. But for now, you need to answer the WHAT.
Ok, I’m going to take a photo of this whiteboard. And I’m going to spend the next couple of days reviewing all of these tasks. Then I’ll gradually narrow them down to 3 SHITS. How about we discuss my thinking behind these when we meet next, Ronan?
Great. Let’s do just that. Then we can focus on the how.
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Ronan Kilroy | Insthinktive Sales Leadership Ltd. | Blanchardstown, | Dublin 15, | Office 01 8220523
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