TOP
STORIES
 1 of 5
Netflix's 'House of Cards' Puts AMX in the White House
Producers of popular Netflix TV show contacted AMX to ensure complete accuracy in TV depiction of United States White House communications.
 2 of 5
5,000 Cute Animals and Some Tech Stuff Too
Toronto Zoo boosts digital signage and advertising real estate, supports energy conservation with weatherproof displays from SunBriteTV.
 3 of 5
The Scoop on 6 Popular Collaboration Platforms
You need to know the ins and outs of these unified communication, collaboration and huddle room solutions in order to make the best recommendation to your clients.
 4 of 5
Flashback Friday: 11 High-Tech March Madness Arenas of 2014
These NCAA championship arenas are fully equipped with stunning video displays and on-site support from Daktronics.
 5 of 5
11 Award-Winning Digital Signage Projects at DSE
Best and brightest digital signage installations and content creation honored at Digital Signage Expo 2015. Obscura Digital wins Apex Award of the Year.
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, Kaleo. InfoComm itself is not criticizing its members for not making the $2,000 commitment.…

Posted by D. Craig MacCormack on 2015 03 23 · commented on
'Kudos to InfoComm, Shame on Its Members'.

I agree with Max.  I would rather hire someone who wants to be in our awesome industry.  I don’t…

Posted by Kaleo Lee on 2015 03 23 · commented on
'Kudos to InfoComm, Shame on Its Members'.

Thanks for your comment, Max. The headline is supposed to convey that I think it’s a good thing InfoComm…

Posted by D. Craig MacCormack on 2015 03 20 · commented on
'Kudos to InfoComm, Shame on Its Members'.

The title of this article is misleading.  Infocomm IS its members.  You can’t say shame on…

Posted by Max Kopsho on 2015 03 20 · commented on
'Kudos to InfoComm, Shame on Its Members'.