NSCA Conference
TOP
STORIES
 1 of 5
How Protection 1 Earns its Big Data Advantage
National security systems integrator Protection 1 uses advanced analytics at home and in the field to maintain a market advantage.
 2 of 5
AVI-SPL Creates Cityscape on Theater Stage
Integration pro AVI-SPL transforms the Grand Pavillion Theater at a Florida resort with projection mapping and innovative lighting effects.
 3 of 5
Increased Security Costs Boston Marathon its Innocence
Boston Strong sentiment will be out in full force this year, but so will police, surveillance cameras, and other new security measures.
 4 of 5
Luxury Apartment Lobby Features 15-Screen Digital Signage System
Integrator TVTi works with custom animation firm to create mind-blowing digital signage solution using 4K video for high-rise Chicago apartment complex lobby.
 5 of 5
Jaguars Lure Fans with Massive Scoreboard Renovations
The lowly Jacksonville Jaguars will become the latest team to hold a 'world's largest display' moniker when two 21,700-square-feet Daktronics boards, as well as other LED displays, cover EverBank Field next season.
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
Webcast:
4K: There’s More Than Meets The Eye!

Join Kramer Electronics on April 16, 2014 for this free informative webinar which will discuss all of the reasons why UHDTV is a substantial upgrade from 2K. Register now!

White Paper: Introducing: New Rules of Customer Engagement
Webcast: Top Digital Signage Trends of 2014
White Paper: How to Find, Leverage and Manage Contract Workers
White Paper: Integrator’s Opportunity to Redefine Retail Market
White Paper: 2014 CI State of the Industry Report
Webcast: 4th Annual Integration Business Outlook Presented by CI & NSCA
White Paper: 12 Tactics of Highly Effective Audio Coaches
View more papers or webcasts



Recent comments

A good read, Robert. I would like to point out that, like doctors, lawyers almost always either are covered…

Posted by J. Peter Rich, Esq. on 2014 04 16 · commented on
'Avoid Getting Your Mother or Your Business Sued'.

Arlen, the Jaguars haven’t had a blackout since 2009.

Posted by Marty on 2014 04 16 · commented on
'Jaguars Lure Fans with Massive Scoreboard Renovations'.

Welcome to the police state! We should not accept living like this. This increased security only means the…

Posted by Tim Stoffel on 2014 04 15 · commented on
'Increased Security Costs Boston Marathon its Innocence'.

Nice article Robert. As fate would have it my day job (AV integrator) and my night job (formula1blog.com)…

Posted by Todd McCandless on 2014 03 25 · commented on
'Ferrari and IC Realtime Test 720-Degree Surveillance Camera on the Racetrack'.