Sales Force Tune Up?

With many company results being mixed to down this year, a common concern is, are we doing everything we can to maximize sales and profits? Although much of the time it shouldn't be, the sales organization is often the first concern. This posting, and the next, will take a look at some of the questions we should be asking ourselves as executives. What should be the PROCESS we go through to provide for success?

Look inward before looking outward. If we first look at our PLOC-ing, meaning planning, leading, organizing, and controlling, we may discover we have things to do before questioning (or worse yet, blaming) others.

Have we planned? We hopefully have a strategic plan, but if not, do we at least have FOCUS? So many times new equipment is bought before we discern if it will take us where we need to go; do our customers want and need it? Can we produce it most effectively, or with better quality, or more quickly?

Are we providing the leadership needed? To me, this means listening to the "upward" communication, instead of creating more "downward". These resulting insights can be invaluable to creating solutions for barriers to growth. Do we practice the discipline and dedication we preach? Are we approachable and positive, even when stressed?

How organized are we, is our company? Are we sensible, disciplined, and orderly? Or are we chaotic, unmeasured, and inconsistent? Are we specialized and efficient at what we do? Have you given your people the tools they need for building success? Huge questions.

Finally, are you controlled or controlling? There's a big difference. Do not misunderstand; one of the worst things we do every day is failing to hold persons accountable. This means we need to control: to follow through, assist, and facilitate individual growth to get the job done. But as I've said so many times before, it is not just what we do, but how we do it. Control when mixed generously with concern is most always accepted, internalized, and used positively. It creates respect. Respectful employees produce more, and at a higher quality level, than those without it.

Once we have completed these steps, we have earned the right to get down to the bottom of discovering what we need to do for remedies. We cannot fix something until we understand what it lacks, or what needs to be changed.

Now it's time to take a look at Sales, along with some other areas. In the next posting, we'll do just that.