Are You Fully Prepared For A Fresh Set Of Challenges? A Sales Management Checklist
Since, like other managers, the Sales Manager depends on those who work for them to produce the results by which they are judged, consideration can usefully continue by regularly examining the nature and characteristics of their role.
As we near the end of the year, this is an excellent time to take stock and ask yourself some important questions to ensure that you are totally prepared for the fresh set of challenges that lay ahead next year
* What are the objectives of my department, function and company?
* Am I satisfied that I feel these can be achieved - that I have a plan for this?
* In what ways can my department/company be improved?
* Is the work in my area altering in nature, quantity or quality?
* Can the work be done it a better way?
* Have I the right equipment and facilities?
* Have I the right number of staff?
* Am I happy that all my subordinates are correctly placed and loaded?
* Is my staff doing what I want them to do?
* Do any of my staff need further training? Have I a training plan?
* What are the staffing trends?
* Are my staff happy? Do I spend enough time with them?
* Have I a trained deputy?
* Am I satisfied personally?
* Is my authority defined and adequate?
* Is my relationship with senior management satisfactory?
* Where is my next promotion coming from?
* Am I doing too much routine or administrative/clerical work?
* Have I enough time for thinking?
Summary:
For a group of people to remain "consciously competent" at optimum performance levels, they require frequent injections of stimulation, motivational guidance and prompting otherwise they can easily lapse into" unconsciously competent", or worse, "unconsciously incompetent"
The primary objective of a professional Sales Manager has to be:
"To achieve consistently superior results, through the performance of every key individual."
However, you can only achieve that objective if you, yourself, are fully committed and focussed on what will be required.
Copyright © 2006 Jonathan Farrington. All rights reserved
Related Tags: selling, sales, sales management, new targets, fresh challenges, management checklist
Jonathan Farrington is the Managing Partner of The jfa Group thejfagroup.
His weekly blog giving dedicated sales professionals a voice is updated every Friday visit http://www.thejfblogit.co.uk
Your Article Search Directory : Find in ArticlesRecent articles in this category:
- What is Your Excuse?
One of the most frequently used excuses for losing a sale is the price excuse. Someone else gave th - Selling & Marketing - The Secret to Developing a Thriving Business by Linking Strategy to Selling
"Never fear the want of business. A man who qualifies himself well for his calling, never fails of e - When To Hire A Salesperson
One of the questions I am asked is, when should I hire a salesperson and what should I look for? I h - The Second Step in Sales
This second step in sales is about the immortal on-liner: "the offer you can not refuse."There are t - Opening A Dollar Store - Watch Out For Sales Changes!
Being an entrepreneur includes many challenges. Opening a dollar store is no exception. One of the c - Achieve The Goal Of Making A Profit - Ten Tips From The 2007 UK Apprentice
"The Apprentice" is a reality TV show which is like an extended job interview. Candidates for the jo - In Shallow Waters Dragons Are the Sport of Shrimp!
If you're a salesperson or a marketer, there is a fundamental question you need to answer that is pr - Opening a Dollar Store - A Merchandise Handling No-No
One of the biggest mistakes that many who are opening a dollar store make is in failing to realize t - Leadership Lesson in the Face of Virginia Tech Tragedy
When the gunfire ceased nearly 3 dozen promising lives had ended: A professor doing valuable researc - When the Seller is Ready, A Buyer Will Appear!
One of the cool things about having started my sales career in my teens is now being able to look ba
Most viewed articles in this category:
- Turn Cold Into Gold - How Your Sales Team Can Increase Sales By Effective Telephone Contact
Sales Managers are often faced with the dilemma of ensuring their sales team are managing highest qu - Do You Listen With An Open Mind
It's a big enough challenge for some managers and leaders to be willing to really listen to their ra - New Trade Globalization
Old globalization was marked by the quest of colonial powers such as France and the Netherlands for - There's Magic in Thinking Big
I grew up in a really great little town by the name of Dallas, GA, a rural community 32 miles northw - Hire a Sales Rep - Not a Product Rep
A question I am often asked by my clients is should I hire someone who can sell but lacks industry e - Thoughts for Incentive
Incentives are one of the greatest challenges most sales organizations face. While many start with - Are You An Effective Communicator
The movement of information in any organization is from top-down, bottom-up, or department to depart - Sales Managers Need To Be Adept Jugglers And Trained Diplomats
As a manager you have a juggling act to perform, one which balances different points of view, and of - Successful Managers
Over the years I have been asked by many of the attendees in my management seminars, "What are the c - Small Businesses Need Sales Scripts, Too!
Scripting has been employed in selling for at least 80 years that I'm aware of, and perhaps a lot lo