Sales Performance

Here’s the reality that I’ve discovered in my Sales Strategy work: Real growth and change, both personal and professional, occurs only when:
  • excuse-making stops,
  • personal responsibility starts, and
  • purposeful, strategic action begins.
This process takes mental toughness, followed by a solid action plan, like a Quarterly Sales Business Plan. How might you provide a track to run on that will challenge them to be more disciplined in grasping responsibility and moving forward?

The news of the economic shutdown due to Covid-19 is a shock to all of us who are involved with Sales Growth Coaching. Minutes after hearing the TV announcement, my phone rings. It’s my 30-year-old son (who’s in sales). “Mom, what’s happening to the world?!?” Then, “I’m going to be working from home, aren’t I? What do you recommend I do next, so I get set up and productive quickly?”

It’s the final quarter. It’s time for all hands on deck when planning your sales strategy. It’s time to be innovative. As a rookie salesperson at Xerox, I prepare diligently for my 4th Quarter Review. I’m expecting to sit down with my sales manager for a thorough review of my pipeline. However, I am stunned to see six executives sitting at the conference table when I walk into the boardroom. Six? Why the executive presence?

I was scanning LinkedIn for sales strategy trends. A post from Mary Barra, CEO of General Motors, took my breath away… "…we will no longer allow our company the indulgence of asking “why.” We as a company will focus on “what.” What can we do?' Why was I overjoyed to read Mary’s post? She reinforced the exact point I had made in my 5 Bold Predictions keynote for the Economic Times Sales Strategy Virtual Summit in India – the incredible power of “what.” “What” questions stimulate productive, future-focused thinking. They drive positive change and breakthrough results.

“I want my Millennial salespeople checked in…both physically and mentally. And to stay checked in. No matter what they are up against. These are difficult times for every leader – and especially for sales. I need the salespeople to listen strategically to prospects and clients. I want them to activate their creative energy and insights, searching for new ways to serve and new products to develop." (Peter, President of an engineering firm.)