12/10/2016 | Sales management
As a keen (and very amateur) road cyclist I have been experimenting with using different cadences (pedal speeds) to find the most optimal for me. It’s not just about pure speed apparently, it’s about finding the right mix of power and sustainability to keep you travelling at the pace you want given the terrain you’re on and your chosen percentage of maximum effort.
On a separate note, I’ve also had quite a lot of work done in our new house and was able to observe first hand many of the tradesmen turning up at 8:30am but going home at 3pm and stretching a 4 day job into 6! – We had agreed a fixed price so we weren’t out of pocket, merely inconvenienced more that was strictly necessary.
Not only is this inefficient and costly for the business in question but the tradesmen also complained about a lack of bonus structure to help incentivise them more!
All of this got me thinking about how few of the sales people we regularly meet in our day job actually have a plan of how much of which activities they need to carry out to deliver their chosen (and ideally optimum) performance. We talk about our Three ‘C’ methodology for success where the middle ‘C’ stands for (Sales) Capacity but it also covers just this point – Sales Cadence.
It isn’t up to the sales people to work out their own ‘numbers’, although the really good ones have a strong, usually intuitive grasp of this, it should be sales management’s responsibility. I’m not talking about blanket KPIs that no-one genuinely owns, I mean the specifics of what each person has to do and in what ratios, each week or month to deliver the performance that has been agreed as the target. This should account for their own conversion ratios and the geography/account base they work with. Done correctly this enables everyone to know if they are operating at the necessary cadence day-in, day-out and if not, precisely what needs to change to restore the balance.
Unlike cycling where you really need a power meter to know the numbers, in sales terms you don’t even need a CRM, system to do this. Good old Excel is all the tool you need, once you have the thinking right.
Get in touch with Sales Blueprint.