Sales Increase When You Take Responsibility

I did a consulting job with a sales company
recently, and it didn't take me long to figure
out the main problem. I met with management
a couple of times, and then with different
groups of salespeople.

They all pointed fingers at each other, and
at products, and process. It was always
someone, or something to blame.

This was a group that needed to take a
serious look at themselves. Management
blamed salespeople, salespeople blamed
management, yada yada, yada.

My advice to them was short and to the point.

Look in the mirror for answers, and stop l
ooking for someone to blame.

Take responsibility for your own actions.

You need to ask yourself, am I doing the
best I can to make this situation work?

As far as this company was concerned,
the answer was no.

I set some short term goals for everyone
involved. Managers have goals, and
salespeople have goals. The goals involve
increasing sales, and improving communication.

There are no excuses. Meet the goals and
you stay. Fail to meet the goals and you leave.
The bar was set at a reasonable level for
everyone involved in the process. Each and
every person had a chance for input, and
everyone felt the goals fair and equitable.
They signed a contract to that effect, so the
responsibility is theirs, and theirs alone.

So far everyone in the organization is on
target. Sales are up, and complaints are down.

The question is whether they can maintain
the increase.

It should be easy if they continue taking responsibility.

The problem is that too often it's easier
not to take responsibility. Show me an
organization that is pointing fingers and
I'll show you a company in decline.

From the big saddle,

Jim Whelan
The Chairman of the Board

P.S. Congratulation the the USA Mens
Basketball Team. Well done.

thejoanrandallagency.com
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