Skip to main content

How to you sell your strategy to your Sales Team

Strategy is required, execution is also required. How do we join the lines?

A sales manager's ability to convert strategy into execution will be the delight of Management.

Trainings on Leadership have always pointed out that " you can lead the horse to the river, but you cannot force the horse to drink."  as a Sales Manager, if you can effectively sell the strategy to your team,  you have conquered the World.


  • Understand the psychology of your Team :   I was in a training, the facilitator mentioned " Everyone loves to work" I rolled my eyes to myself "I hear you" I mutter under my breath,  flashing through my eyes is every single Salesperson I had worked with,  candidly I have met nasty people on the job. The facilitator continued to explain that we all love working at what we enjoy, hence I realise that I did not make the strategy look like a cause my team  would enjoy.  I have a responsibility to make the strategy go with the psyche of my team mates,  not manipulation,  but truly understand the place your Team is.

  • Be Realistic :  Not every strategy will work,  it takes a strong character to admit defeat,  however,  be firm and true,  at least give the strategy a chance,  your team is like your army, you are the general,  why would you lead the troops to slaughter?

  • Understand the reason why? : If you continuously say that "Management said  !" you loose the respect of your men.  Explain the details,  some school of thought says it is need to know basis, even Secret Service have a procedure for information,  "for the service of the Nation " we need to have a why.

  • Listen to feedback : As managers,  arrogance slips in sometimes, we need to listen, handle the objections of your Team objectively, if you can handle sales objections, handle your team like your most precious customer, remember customer is always right.

  • Be as firm as required : Sell the strategy,  explain the features and benefits, do a SWOT analysis.

  • Close the deal:   Ask for the Team commitment, Ask them how would they execute the strategy, the team thinking about the strategy has began the process of your execution.

  • Create an Action plan: your team has began to buy into the strategy, similarly to the way you would ask a customer for a sale, ask your team to write down their action plans.

Labels:

Comments

Post a Comment

Popular posts from this blog

How to Set Sales Targets effectively.

Target setting in sales is an intrinsic part in Sales. Targets determine the output of your team, it determines what you want to achieve. Targets are set for various reasons Clarification of Tasks. Determine what you want to achieve. Clear roles are set within the team Performance Review.    Effective Sales Targets need to have the following characteristics: Specific: What exactly do you and your team want to achieve? Measurable: Can you measure the degree of attainment of your target, avoid vague targets, Achievable: Set targets that you know can be achieved with the resources available to you at that instant. Realistic Timed: Targets should always have a start and end. Targets as a Mutual Understanding. When you set targets for your team, you need to ensure that The Team agree with the targets: The Team need to have a clear understanding of the reason you have set such targets. The Team should understand the importance of the Targets: peopl...
3 comments
Read more

Who cares?

Live your dream Being Successful is relative; relative is a word that strikes my mind because we define what success is. When things are finally looking up, you have nagging thoughts “will this success stay forever? I hope I will not fail again, I hope this is finally it!” happens to me . Candidly, we were born to create, control and rule, we have this natural instinct to want more things, grow from phase to phase, different things, but one thing that is constant is the fact we need to move forward. Success is achieving set goals, goals are not tasks, they are what you want to achieve at a point in time, and the goal has to be timed. We finally achieve the goal, which is success, and you reward yourself, and it does not feel as you imagined it will be, maybe you have poured yourself into the mould that you have lost a number of relationships, you have been too hard on yourself, you never enjoyed your path to success, you have a feeling of emptiness, Success is not meant to feel wrong! ...
Post a Comment
Read more

Science of Successful.

Becoming Successful is never dependent of your location, the kind of job or profession, neither is it about the way you look, or the kind of family you come from. I have spent a great part of my life in Nigeria and I got a lot of things wrong,  yes I do love Nigeria but I can honestly say that I was not happy with the infrastructure, lifestyle of my neighborhood, Schools I had gone to, just to list a few. My career has been dynamic,  my formative years  at a pharmaceutical Company gave me a strong foundation. I have been opportuned to be part of various projects, I have driven volumes for my respective territories or Area. During the last election, I preached the gospel of APC  because of Babatunde Raji Fashola . Lagos had transformed from a slum to a city I am proud of as a Nigerian, Lagos state should be a model we can repeat Nationwide. One phrase that rings in my ears, Entrepreneurship!. Being an Entrepreneur in Nigeria is scary, especially if you went to a Nigerian University. Rea...
Post a Comment
Read more