The most significant objective as a sales leader is the creation of action plans on specific accounts. Not plans like ‘making more calls.’ Or ‘improving closing ratios.’ Or selling more of a specific product. Which may all be great ideas, by the way, but they are necessarily incomplete.
The reason to create plans is that it is much easier to manage a salesperson’s activities when it is directed towards the right types of calls and the right size of opportunities. It is much easier to troubleshoot performance issues when you understand the intersection of results (keeping score), activities (which leads to the score), AND specific plans (the application of those activities in a context).Continue reading