For all the Warrior Sales Managers out there…

Posted on January 21, 2011. Filed under: Funnel Audits, Lead Generation, Pipeline Measurement, Sales, Sales forecasting, Sales Funnel, Sales Goals, Sales Management, Sales Metrics, Sales pipeline, Sales Quota, sales training, Sales Velocity, Uncategorized | Tags: , , , , , |

This blog entry is for the warriors out there, the sales managers.

The past several blogs from The Funnel Principle have been directed at salespeople and the opportunity that this time of year gives them to review, renew, and refocus on the upcoming sales year.

I’ve suggested they take a little time to learn from the past year and not let the numbers fool them (good or bad).  I’ve suggested they renew or establish good sales funnel habits.

So how do you add value?

You’re their leader.  That’s a big responsibility.   You have to carrot and stick your way through each day with each of your salespeople.  It’s a challenging but potentially very rewarding job.

I’m curious as to where the sales funnel fits into your priorities.  Take a second to complete my poll before reading on.

When it comes to the funnel your leadership is mostly around driving process.   If you’ve been through other change management programs you know that some people will buy into it, some will resist it, some won’t really care one way or the other.  Every program is subject to this kind of response.  Because of this you must be the ultimate salesperson every day in selling your team on the need to embrace the tools and processes to help them succeed.  And for all of these constituents my advice is to find ways to constantly make the funnel relevant.

One of the ways to make the funnel relevant is to use it within the cycle of the year.

At the beginning of the year funnel focus is on building a healthy funnel steadily.  A healthy funnel sets the salesperson up for a successful year and avoids the stress of scrambling to make numbers.  Your messaging this time of year is building good habits.  Since the results sometime lag the effort be sure to encourage  your people to keep up the good work.

At mid year the funnel focus is on how to prepare for the second half push.  If their funnels are healthy you want to focus on advancing and winning the higher percentage deals.  You also don’t want them to stop building a healthy funnel because you never know what surprises could occur.  If the funnel isn’t healthy and there’s still time to reverse that there’s probably a very short window of time available.  You’ll have to be very focused on selecting the right accounts and opportunities to develop and eventually win.  Finally, this is a good time to remind your sales people about the next year.  It’s never too early to be building a healthy funnel for the following year.

In the last couple of months the funnel focus is on winning the few deals that will make their year, and making a hard shift toward next year’s funnel.

Don’t look at this as having to work so hard to convince your people to use the process.  This is your job. And your salespeople deserve to be sold.

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