I recently came across the Visually website which is a great source of infographics. I found this one on what might be in the mind of a sales manager and what ought to be! Click on it to expand it.
Tag Archives | sales management
You’ll remember that in Analysis Paralysis – Part I we talked about what happens when paperwork, reports and forecasts get out of hand. The process can be quite insidious with the request sneaking up on you disguised as “an information request” or a “quick summary”. We also gave some ideas on what sales managers can do to keep this under control.
Here are some more ideas for sales teams and sales managers on how to keep the reporting overhead to a minimum.
- Try and get into a forecasting/reporting rhythm.
- This should be “written in stone” so everyone knows what information is needed and when. They can their plan their sales activities around it.
- If you batch your reporting, you minimise the time taken and the distraction. Otherwise you will have to continually stop and spend time to dig out the information you need, set up the spreadsheets, etc.
- When a request comes in for a new, regular report or forecast push back a bit.
- Often new Sales VPs don’t feel certain enough of their position to protect their teams time and will go along with almost any request from finance, marketing, ops…
- How often will it be needed? Press for monthly rather than weekly, quarterly rather than monthly.
- DON’T WHINGE. But sell your boss on why it’s not such a good idea, remind her of the opportunity cost and suggest an alternative.
- Keep your records and those of your team up-to-date on an ongoing basis. If you do so then a lot of the information can be easily or automatically extracted from, for instance, your CRM system.
Finally remember, to run any business you need to know what’s happening, so reporting of some sort is inevitable. When you have to do that forecast don’t procrastinate, get on with it, do a good job, get it over with and get back you your selling.