TOP
STORIES
 1 of 5
Red Thread: Furniture Company or Change Agent?
Born out of an office furniture manufacturer, Red Thread is having different audio-video conversations than any other integrator — and clients like what it’s saying.
 2 of 5
AV, Sports and Beer… with a Chance of Meatballs
Integrator Real Sound uses JBL speakers, Crown amplifiers, Crimson AV and Key Digital cables to send audio and video throughout this unique three-level building.
 3 of 5
Top 40 CI Influencers Under 40
There was no shortage of candidates for our look at some of the young people who are making a difference for their companies and this industry. See who made the cut for 2014.
 4 of 5
The Rise and Reign of Verticalization
Have we reached the age of requiring integrators to become even more vertically focused?
 5 of 5
Medical Simulation Lab Makes All the Difference in Education
CompView Audio Visual helps California community college district build high-tech nursing education facilities.
4 Steps to Avoid Getting Fired
Most sales managers get fired for not hitting sales goals. Here are four steps to ensure that doesn't happen.

Article


January 01, 2013 | by Ken Thoreson

Most sales managers get fired for not hitting the desired sales goals. The issue, normally, is that they lack of salespeople selling their products/services.

Here are four basic actions sales leadership must take to succeed.

Build an Active Recruiting Plan

You must know what your average transaction value is vs. your yearly or monthly sales objectives. Do you have enough salespeople to achieve your monthly number of required sales transactions?

A sales manager must look out 90-120 days knowing future revenue objectives and understand manpower requirements. Recruiting is sales leadership’s marketing campaign for sales leads. Build an ongoing program to ensure you have the right talent in place to exceed your goals.

Know Your Pipeline Metrics

This is something I have written about before, but it is what can bite the sales manager. You must know the accurate value of the pipeline 90-120 days out, depending upon your sales cycle.

Do you have enough opportunities to achieve your upcoming monthly quota? If not, what can you do to ensure you build up the pipeline values so that you will have enough opportunities to achieve the monthly objective? It’s December, what is your March pipeline value? Do you have the necessary values to achieve March’s goals when it’s March 1?

Is Your Team Trained?

Recently, at one of my new clients; my client,

Recently at one of my new client’s, a technical team member and myself listened to two salespeople give a demonstration for a major sales opportunity. It became obvious to the president that the salespeople were not professional or even capable of handling the meeting. It was enlightening and a crucial step towards increasing the need for continued focus on sales training.

The sales team had been neglecting our recommendations to improve their skill level, and now there will be an increased buy-in by management and peer levels to focus on sales skills:

  • Make more sales calls with your team
  • Build in a quarterly salesperson skills evaluation process
  • Increase more role playing in your sales training meetings
  • Build a quarterly sales training programs

Improve Your Business Acumen

Make sure you read the local business sections in your local papers, the Wall Street Journal and business magazines/websites. Also, make sure to read read three business books a year and join a sales leadership group of other sales managers to learn how others are increasing their leadership skills. This step will improve your ability to discuss the business trends of the day with prospects and your sales team, increase your stature within your management team and improve how you manage your team.

Follow these four steps and your odds of surviving the normal 18-month window that most sales leaders live under will improve.

About the author
Ken is a sales leadership guru; author of three highly successful books including the Sales Management Guru series, and popular blogger. He is also the founder and CEO of The Acumen Management Group, Ltd.
View all posts by Ken Thoreson
Social Bookmark or Share This
  • Facebook
  • Twitter
  • Digg
  • Del.icio.us
  • Yahoo! Bookmarks
  • Google Bookmarks
  • StumbleUpon
  • Technorati
  • Reddit
  • Windows Live
  • LinkedIn
  • Evernote
  • E-mail


  • Latest
  • Blogs
  • Photos
  • Resources



Recent comments

Thanks for your comment, Derek! While this article was just a brief background about Audinate and Dante, we…

Posted by Chelsea Cafiero on 2014 08 08 · commented on
'What is Dante and Why is it So Popular?'.

Nice Overview Jason!

Integrators should be taking note of these changes and positioning themselves…

Posted by Mark Coxon on 2014 08 04 · commented on
'Stricter California Lighting Standards Take Effect'.

Robert,

It is curious that you just threw in the sentence “Audinate is a member of the AVnu Alliance,…

Posted by Derek R. Flickiinger on 2014 07 29 · commented on
'What is Dante and Why is it So Popular?'.

Casey - another great project! 


Your design and implementation came out a amazing!

Posted by Chanan Averbuch on 2014 07 10 · commented on
'Getting 'Serious' About Boa Lounge Upgrade'.