Get your team together at the same time every workday morning and afternoon. Morning and afternoon standups, so everyone is on the same page.Ability means skills to do the job and discipline to stay on schedule.ĥ practical steps your team can take today: Enough of internal reasons (will) to get out of comfort zone to get the work done. Clarity about goals and key activities to focus on. Key ingredients for focus are three components: clarity, will and ability. “Therefore, it might be healthy to see sales management as ‘attention management.’” “Focus management is the key to business success, or meeting your goals, but also the key to personal success, which equals happiness and balance,” Urmas said. There’s a fair correlation between people being focused and teams hitting their targets, individuals earning their commissions, and their company getting the results and profits they’re looking for. Specifically, it allows salespeople quality time to complete tasks that will give them more control over their success. Having focus is also the most satisfying way for salespeople to hit their targets, because it helps them enter a state of flow. “Focus and energy are the way to do that.” “Sales needs to happen at lightning speed,” Timo added. If you’re accelerating – focusing – in the right direction, something good will happen.” ![]() “Energy is the gasoline, and focus is the actual engine, gas pedal and steering wheel,” Timo said. If they love what they do, or are incentivized to stay focused, it will push them further. Well, they need some energy, passion, or some kind of motivation behind them. “Focusing on key activities almost directly ensures your team is getting sales, and doing so in the most efficient amount of time.” “In sales, everything closes, whether you’re there or not,” Timo said. But focus is the determinant of how well your business succeeds within that time. Time will be spent regardless of whether or not your team is focused. “If you are distracted, you accomplish nothing, so decide what should have all of your focus at a given time. “When you’re trying to decide ‘Where did I drop the ball?’, you can usually find that you were not paying attention to something,” Urmas said. Poor results are usually the result of poor focus management, and it almost doesn’t matter if the sales manager or salesperson “did it.”īut a sales manager’s goal is to maximize this potential across their team: Starting off with the right focus will yield a cumulative impact of “being focused” over time. ![]() Once the door is open, salespeople should step all the way in, because once it’s shut – be it on a deal, an opportunity, or just a call – there may be no turning back to pick up where they left off.Įvery act needs careful attention in order for it to be executed effectively ( building a sales pipeline can help your team accomplish this) and how well they execute on one action may very well affect the impact of their next activity. When they are dealing with one customer directly, for example, they shouldn’t be thinking about another customer. Your team must make a conscious decision to act on what’s in front of them, at any stage of the sales process, to be as effective as possible. “Just like the phrase you are what you eat, we are a result of our focus,” said Urmas Purde, Pipedrive co-founder of head of customer experience.Īnd despite the best effort of our innate desire to cover all bases at once, a team lacking focus actually struggles to avoid sales surprises. Good salespeople know how to focus completely on one thing at a time a team made up of individuals that can focus proves much more effective in achieving their company’s desired goals. “Just like the phrase you are what you eat, we are a result of our focus.” Contrary to popular belief, multitasking does not equal productivity. “But you need to be focusing on – and filling your day with – things that are the key to being successful.”įrom analyzing the previous month’s sales results, preparing for the next call, and finishing a proposal, if salespeople don’t know how to shift their focus properly, or are focused on too many things at once, the sales process will get clogged, and they won’t achieve maximum results. ![]() “In any walk of life, we tend to do what we focus on, and there are a lot of things to focus on," said Timo Rein, co-founder and president of Pipedrive. With all the moving parts, it can be tough for them to maintain focus – their innate response is likely to scatter about, making sure absolutely no deal or opportunity leaves their sight – but knowing how to focus is the key to driving productivity and success for any sales organization. Salespeople who tackle complex sales are bound to have their hands tangled in the sales process from time to time.
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