I was recently asked what CRM system I would recommend for motivating and holding sales accountable. My answer is simple. Sometimes you have to revert to tried and true methodologies that have worked for years and there is nothing slick about it. It is called a Business Plan.
1. I
recommend a business plan tailored to what you are asking for. There are
zillions of BP templates out there...... however, give your team breadth to be
innovative.
2. Put the
key points into a .ppt presentation including the following 5 points:
- Where they are now
- Where they want to end up
- What it is going to take to
get there
- What you plan to accomplish in the next 30-60-90 days
- Top 10 Accounts
- Top 10 Prospects
3. Have each one of your reps
present to the following audience:
- Sales colleagues
- Sales Management
- Operations Executive (who
has to implement/deliver)
- Executive Sponsor (CEO, President is ideal)
4. Print Business Plan to hand
out
5. 10 Minutes to present and 10
Minutes for Q&A
6. Rules of engagement that it is
proactive with no complaining (solutions to obstacles only)
7. Have the audience vote on the
best presentation -- present in front of as many people as possible with a
certificate they can post (sales reps thrive on competition and showmanship).
8. The sales manager uses the Business Plan
as a coaching tool, referencing often during periodic one-on-ones
9. Display charts: Budget,
Forecast (from Business Plan), +/- from target
10. Do over again in a year's
time with same format, except include where they projected where they'd be and
where they ended up for "where they are now"
Tools like CRMs are for "Customer
Relationship Management" and shouldn’t be mixed up with a “Sales
Management” tools. Nor are they sales
motivation or accountability tools. Sometimes you just need to use the
traditional approach. You can't get much
closer to accountability than this method.
B) Say it
out loud
C) Share
it with others
D) Review
It
Motivation is an entirely
separate topic on its own. However, you
can’t get much closer to boosting it when you ask your reps to put it in
writing, share it. Don’t forget to
review it throughout the year! Too
often, sales reps are asked to do up a business plan that is only shared with
the Sales Manager once and then it gets filed away. How you roll it out, who you involve, and how
often you review it communicates seriousness.
You may also be pleasantly
surprised at how operations and your executive sponsor react and buy in to the
plans …. It’s amazing how new solutions surface!
