Paulie: “Here you go Tony. I know my envelope has been a little light thesepast few weeks, so this one’s nice and thick. I’ll keep doing better.”
Tony: “Nice work, you’ve always been one of my best earners.”
Are your sales managers too focused on the numbers? Do they feel pressure to deliver sales growth week after week, month after month, every quarter? What impact is that having over the mid-to-long term? How does this focus on the numbers impact coaching and development? Do your sales managers give their team members room to fail/grow/learn? Or is it all about how thick their envelope is?
Of course you want your team focused on delivering sales results – but that’s only part of the picture. That’s an outcome with all kinds of decisions and actions leading up to it. Along the way your sales people need to:
And of course current market conditions, competitive context, resource constraints within your company, strategic priorities, and any number of other important factors can impact each of these decisions and actions along the way.
If your sales managers are only focused on the bottom of the funnel (show me your envelope!) they’ll miss all the opportunities to coach and offer suggestions along the way. It’s very difficult to drive change and impact long-term growth if you don’t know the activities leading to those results. Everyone in your sales organization understands that ultimately they will be measured by the sales results they deliver. That’s a given, so don’t obsess about it. Instead, have your managers focus on the activities, decisions, actions, and behaviors that drive long-term success over time. Your reward? Consistent, sustainable, predictable growth. Good selling.