| ||
| ||
|
Sales Management Information | |
|
|
Stop Drowning: Nine Strategies For Managing Your Priorities
I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager. Susan is also exhausted. Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her sales team, trying to motivate and develop them; she deals with endless phone calls and e-mails and interruptions; she fights fires; launches new products; participates in cross-functional team meetings; and mediates conflicts in schedules and resources. Susan also tries to have a full life outside work, which means dealing with the family commitments, volunteering, and bookclub. To Susan, every task is a priority, and she can't keep them in sequence and in place. She feels her life is an exercise in herding cats, and we all know how easily cats pay attention and stay in line. Susan is far from alone. The relationship between knowing what needs to be done and actually accomplishing the tasks (either by yourself or through delegating the work to others) can be rocky. Add to this a number of ways we can sabotage ourselves -- including acting as a "lone ranger", always saying yes, and focusing on secondary goals -- and we can quickly get into cat-herding territory. I've been in this quandary myself and I have found that it is possible to manage priorities and maintain sanity. However, it takes commitment and focus, and the willingness to change some ways of operating. Below are nine strategies that can help. Any one of them could be a perfect fit or utter hogwash depending on your circumstances. These strategies are not intended as a one-size-fits-all recipe for managing your priorities, but simple wake-up calls to alert you to possibilities. 1. TAKE TIME TO THINK BEFORE SAYING YES If you feel overwhelmed, buy yourself some time when you are asked to add another piece of work to your list of priorities. Don't say yes to anything until you've thought it over and analyzed how you can fit a new task or project into your schedule. 2. DEVELOP AN APPROACH FOR DEALING WITH INTERRUPTIONS SET UP TIME for routine tasks · Try to arrange routine times for jobs such as going through the mail, talking with your staff, and answering phone calls and e-mail. · Fix definite times when you would not like to be disturbed, and let your staff and colleagues know that you will only be available for genuine emergencies during those hours. · Plan a certain time to discuss routine matters with your staff and colleagues. By planning discussions, you avoid interrupting each other. SET UP A PLAN for unexpected visitors · Establish at the start why they have come to see you. · Stand when they enter the room, so that they also remain standing. · Avoid engaging in small talk. · If it's necessary to deal with them, suggest a later meeting, at your convenience. If possible, hold the meeting in their office, and set time limits for your discussion. · If you really can't get them out of your office, leave the office yourself. 3. SET HEALTHY, FLEXIBLE BOUNDARIES You don't need to give in to whatever shows up in the moment. Get used to asking yourself, 'Am I the right person for this job?' If the answer is no, state it directly. Previous commitments are a valid reason for saying no. 4. LEARN MORE To manage your workload, you need information about how to accomplish a particular task and where that task fits into your network of priorities. By clarifying what's expected, you can work more efficiently. 5. ASK FOR HELP It can be hard to admit that you need help, but you're in the best position to know when you can't realistically accomplish everything. By asking for help, you show your willingness to give your best effort and your desire to fulfill all of your commitments. Consider all the alternatives, request a meeting with the appropriate people, explain the situation, and discuss possible solutions. Even if you are not completely comfortable with this route, you put yourself in a better position when you voice your concerns. 6. GIVE IT AWAY Whenever delegating a task to someone else is the best solution to an overload, it's important to hand off the task effectively. You need to give the person enough information to perform the task according to expectations. I've noticed that many sales managers have misconceptions about delegating, thinking that handing a task over to someone else means completely letting go of control. But giving others a share in the responsibility extends influence and creates commitment to the cause. Control isn't lost; you're just letting go of the burden of doing everything yourself. 7. TAKE A BODY INVENTORY Are you sleeping well? How are you eating? What's your energy level? If these are not up to par, get a professional evaluation and take the steps that will restore your well-being and help you think clearly. 8. TELL THE TRUTH Sometimes our energy flags when we're into a pattern of pleasing others or living according to standards that are not our own. Notice where you're being less than forthright and get clear about your motives. 9. KEEP IT SIMPLE Stem the panic by reminding yourself that in any given moment there is only one person to talk to, one breath to take, one thing to be done. MANAGING YOUR PRIORITIES CHALLENGE: GIVE IT AWAY Declare your intention to give things away. Then actively look for a daily opportunity to delegate good (not grunt) work, asking yourself this question: If I delegate this item to one of my staff, will the time spent up front providing guidance and support pay off later in productivity gains, smoother functioning of the group, or in better use of my time? If the answer is 'yes,' delegate it. If it is 'no,' keep it.If you delegate it, provide ongoing support, spell out clear expectations, and give the freedom to do the job. That means no hovering. Then, congratulate yourself on gaining more time. ABOUT THE AUTHOR Nicki guarantees increased sales performance when sales managers become better sales coaches. Sign up for her FREE monthly e-zine, Something for NothingTM, which has powerful tips and techniques for sales managers who are ready to make this transformation. Sign up at http://www.saleswise.ca You can email her at nicki@saleswise.ca or call 416-778-4145.
MORE RESOURCES:
Sales-Management - Google News |
|
|
|
RELATED ARTICLES
The Product or the Sale This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?In the study of business start-ups there are a tremendous number of entrepreneurs who created, or found marvelous products and yet were unable to crack the marketplace. Outsourcing the Sales Function Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear.Here's what we hear: "We can't give up control of sales, that's too risky. How to Sell Strategically If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?The starting point for strategic selling is figuring out a) which customers produce the bulk of your sales, and b) what they are buying. All Small Businesses Need to Gather Community Intel How well do you know your community? As business owners it is essential that we know our communities intimately. Have you ever made the effort to learn more about your town; Do you even know where to look. Online Sales: Secret To Increase Your Sales By Bundling Your Products Microsoft has used this online sales secret to become a giant, and the greatest software company in the world.How about you?What are you waiting for?The secret is bundling your products. Speed-up Your Sales Cycle This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. Train a Winning Sales Team: Rounding Third and Heading for Home Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Promoting Your Private Label at Industry Trade Shows So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab. Sales Plan? Whats a Sales Plan? In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail In a classic business-to-business print ad from the late 50's for McGraw-Hill Magazines an imposing looking executive sits in his chair. He has both feet planted firmly on the ground, a scowl on his face. Investing in Your Sales Team While there's no easy answer to this question, there are a few basic points, known as the Training Discrepancy Model, which illustrate key areas that must be targeted for your company's training investment to be 100% effective.First, think of a triangle. Snowflakes Improve Holiday Sales Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor. Five Steps to Maximize Success in Targeting For Growth Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i. Finding A Sales Force That Pays For Itself The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand through increasing sales. Want to Increase the Amount of Business that Your Firm is Getting? Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company's bottom line. Business Development is all about establishing relevant and subsisting relationships in the market place. SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows Here's the scene. You're at the trade show, having a discrete "Sales Call" conversation with a visitor. The Spirit Of Change A Highly Conscious Approach To Business Management.For more on this topic please link to Innerwealth Web SiteFor many years I have worked with people who are keen to work effectively as possible. The Benefits of Catalog Sales For Your Business Things to watch out for when selling your product in catalogs.Giving away the farm. Increasing Sales by Using Coupons - Will it Help Your Business? Increasing Sales by using Coupons. Will it help your business? Well, the Promotional Marketing Association's (PMA) "Coupon Council" shows that 3. Your Extended Shadow And Successful Sales Management In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years.
|
| home | site map |
| © 2006 |