Driving Proactive Sales

To win in the year ahead we each need to know how to drive revenue and this comes from sales backlog. Each of us needs to do the important work of making it happen. It is crucial that each organization is on top of the numbers. There needs to be a clear target for the goals that you need to achieve. Everyone needs to know what their closing rate and what their average contract price is so that get a designated number $ proposed. Each key player needs to consistently work the sales process. There has to be a combination of getting new fish in the pond and following up on proposals to drive closing rates. If you can execute at the right levels you will make it happen. Each step of the way you need to have a solid plan that we each understand. We need each individual to commit to working the plan and then have the discipline to work the plan consistently. This is crucial on the time management front. Continue to look in the mirror so that you evaluate your progress and measure performance. We have to do whatever it takes to get out front. We each need to demonstrate the consistent behaviors along the way so that we can gain consistency. You want to hold yourselves accountable to living up to your agreements.

Bob Coulter

Individual Excellence is crucial for Team Excellence

1. Having clear awareness of what is expected and where we are today. Each supervisor has to partner with their people to gain alignment and commitment.
2. Each individual has to see the need for self mastery and understand what they have to do differently in their performance to win
3. Identify the behaviors that need to be present for each player to be successful and reinforcement the roadmap of what it will take to elevate performance
4. Provide consistent performance assessment and coaching so that each employee develops the agreed upon habits
5. Achievement of the business results have to be achieved. We are all judged on the outcomes that we need to achieve.

It is crucial that we work the performance management process. Each leader needs to work through this with each key player so that we engage them and take them to the next level. You can’t just jump to results and have to work through the process.

Bob Coulter