TOP
STORIES
 1 of 5
17-Foot Projection Screen at Heart of Company's Collaboration Strategy
Brown Brothers Harriman & Co. embraces collaboration in ambitious technology renovation of a historic Boston building.
 2 of 5
Inside the Installation: 'BioWall' is Outdoor HD Masterpiece
United Therapeutics’ BioWall is a 16' by 9' state of the art HD video wall designed to relax, educate, and inspire passersby 24 hours a day.
 3 of 5
University of Oregon Builds Football Performance Center for Champions
With stunning AV systems installed by CompView Audio Visual, this school's new athletic center is unlike any other.
 4 of 5
Video Gallery: ALS Ice Bucket Challenge Soaks the Industry
In the last couple weeks, the AV industry has stepped up to participate in the fight against ALS -- and dump freezing cold water on the heads of their bosses and colleagues. Here's CI's roundup of Ice Bucket Challenge videos, the AV edition.
 5 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.
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
NSCA Courts Tech Students at Integration Business Survival Conference

At the business conference and technology showcase, integrators get opportunity to network with Lincoln Technical Institute students as they learn about the industry and Electronic Systems Professional Alliance's EST certification.

17-Foot Projection Screen at Heart of Company's Collaboration Strategy
Almo Signs Deal with N. Glantz and Son
Cleerline Non-Strip Fiber Still Requires Stripping, Earns a Name Change
SunBriteTV Debuts Rugged Pro Series Outdoor TVs
View more news
Camera Drone Integration to Take Off in 2015

In the coming year, as legislation is enacted and products simplified, expect companies across many verticals to utilize camera drones in security and surveillance applications.

Understanding & Tackling Top 5 Cloud Security Concerns
Keep It Cool: 3 Rack Ventilation Methods
What Are You Thinking… Not Managing Your Customers’ Experiences?
6 Tips for Trimming Financial Fat
View more blog posts



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'.