If you don’t hit your number, you can’t have any ice cream!

My only defense is that you have to make sure that if you are in it for the long haul, it should be in a place that you want to be.

The advantage to my past wandering ways is that I have been able to get a taste of the many different variations of environments, products, clientele, sales processes and, perhaps most importantly, management, that is out there.

And to this day, I can not for the life of me understand why managers everywhere still love to threaten their employees in order to get results.

While I do not think a manager should sugar-coat when times are tough because this only leads to the misperception that all is going well, going the other way is as sure a way as any I can think of to make sure you do NOT get the results. And you may lose an employee or two in the process, just for good measure.

Not too long ago, a colleague told me about a situation at their work. They had just moved offices, one that would eventually provide every luxury one could hope for in an office. Gym, lounge, terrace, kitchen with private chef, you name it. Problem was, the numbers were down and sales were stagnant, to say the least. Without an increase in sales, it was going to be tough to be able to make this happen.

What would you have done?

The two extremes follow, and the better choice is simple to see:

1 – You go to your staff and explain to them that the results are simply not acceptable. Numbers are down even though the number of new opportunities continues to grow. The company has laid down all this money in order to create an environment that would generate energy and increase productivity, but nothing has happened. So, we have decided that the team has until the end of the month to turn it around or the kitchen will remain unstaffed (meaning 10 – 15 minute walks to restaurants of limited choice and quality), and the lounge will remain an empty hall. And other benefits will be reviewed at the end of the month.

OK! I don’t know about you, but I am ready to go out there and sell like the house was on fire! YAY TEAM!

Not a chance. I am shutting down, outta here. I have been working my butt off, the leads are fabricated anyway, bucko.

Option two, on the other hand, would be for a manager to go to his staff, make it perfectly clear that the numbers are not good, reiterate what the goals and expectations of the company are, and work with the team to try and get a sense of how to move forward. Start with leaders amongst the team, brainstorm, and slowly open the conversation to the rest of the staff. Cheerleading by itself only works as long as it takes for the team to get back to their desks. Defining a path to success, on the other hand, will lead to a much stronger sense of responsibility and a desire to contribute. And of course, the follow-up, coming through and acting out on the measures that have been chosen to get back on track is essential to any plan’s success.

So, was it as easy to choose as I said it would be?

Unfortunately, more often than not, the trickle-down message for results from the higher-ups leads to panic in the ranks below, and directors and managers use threats to have an immediate impact, thinking these will lead to immediate results.

This week, our “Cold Call” comes in two parts. Part one is for you managers out there. While “the number” is what pays the bills and keeps the family healthy, it is not the only part of the equation. Where that number comes from must be understood by the person who has to hit it. There should be an open dialogue when the salesperson is struggling, working to find the source of what is holding that person back from success (hint: 75% of the time, Training will be the answer). Work with them to find the solutions because at the end of the day, in most companies when team members do not hit the number, managers miss out on the kickback.

Part two is for all you salespeople out there. And it comes down to one simple point: Know Your Business. If you are not going to hit your number and all you can come up with is “Slow month” when it is the 3rd month in a row you’re short, what are you doing from 9 – 5 everyday? Speak to your customers about the buying process, find out their purchasing patterns. Ask engaging questions that will drive them to provide information on what is happening in their world. After all, what happens in yours is very much based on theirs. Not too long ago, I had an account review. I am proud to say that the VP was very impressed to hear how much I know about my customers considering I had only been in the region for 4 months. One of the best he had heard in a long time. This did not come from any special talent I have, it came from speaking to my customers about goings on in their lives. You will be shocked how much people will tell you when you ask them questions that are all about you helping them, and not about them helping you. You will still miss your number from time to time, but when you do, at least you will know why and you can start to work to knocking the number out of the park in the month to come!

Have a great sales week!

(Questions or ideas? Looking for ways to implement this in your team, or in your strategy? Send me an email to salesxchange@gmail.com )