Advice For Sales Managers: Always Be Prepared

As an Eagle Scout, I can discuss the topic of “Be Prepared” easily and, based upon my upcoming vacation next week, I could lend more credibility. I am leaving Friday morning, catching two planes and a ferry to end up on an island in the Caribbean. While that sounds somewhat easy, it took planning and preparation. Taking a vacation for me becomes a big project for a variety of reasons —but mainly it’s time to unplug and “breathe fresh air”.

We researched a wide variety of destinations, resorts and optional packages, narrowed the search, checked out online evaluations and then compared costs. I posted potential locations and asked for opinions on Facebook and asked my travel agent. All of this helped us pick a great spot, it was rated the “best beach resort in the world.”

Next I had to organize my professional life. Client projects needed to be finalized, meetings re-scheduled, mobile phones had to find international plans, and new proposals completed.

Now, just a few days to go, we had to pack, purchase last minute necessities and think through options like umbrellas, sun tan lotion, books, mosquito spray and other health-related items.

What does this have to do with sales management? As a manager you must be prepared at all times for almost any event. The best plan is to have a plan and to consider what might go wrong or what could impact your ability to exceed your objectives. I have simply listed below a series of topics for your consideration and for you to double-check against your plan — or lack of plan.

Do you have a plan?

•  If you lose a salesperson


•  If your sales team needs sales training


•  To increase the sales culture of your team


•  To increase your networking/partnering function


•  That generates excitement for your products/services


•  To say thank you to your support team


•  That increases your level of professionalism/education


•  To create a sales contest that drives revenue


•  That adds net new customers to your base


•  That drives the necessary sales leads for each month


•  To say thank you to your existing customer base


•  To increase your public relations exposure within your community or market


•  That will increase/improve your vendor relations


•  To improve your CRM effectiveness


•  If your computer systems fail or are destroyed

That’s enough for now, but if I missed anything, comment below — let’s build a complete list for the future.

HINT: This is a great idea for your next management meeting, simply begin by asking each of the departmental managers about their problems or contingency issues that arise on a day-to-day basis or what might occur if a disaster of any kind happens-then ask them for their plan.

Why is this critically important today? In any kind of business environment, the organization that operates the most efficiently generally out-performs their competition; in more challenging times a focus on efficient effectiveness must become the mantra for the day.

For more success secrets from top influencers, visit our website or download the free e-book.

Advice For Sales Managers: Always Be Prepared