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A Case for Cadence with Scheduled Meetings
July 12, 2019
Going From Where You Are To Where You Want To Be
September 5, 2019
Published by uamdev on September 5, 2019
Categories
  • Predictable Sales Management
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The Tyranny of the Urgent

There are many sales managers who remain active with their personal selling in addition to their managerial responsibilities. This is usually a positive practice. After all, part of what makes a good sales manager was their ability to sell in the first place. It’s benefit for a company to keep leveraging such an asset. Not to mention, sales managers want to stay sharp in their skills and relevant in their industry knowledge in order to enhance their ability to coach their teams.

At the same time, actively selling brings with it the risk of not properly balancing time. Would you agree that it’s more difficult to notice the bottom-line impact of missing a one-on-one debrief meeting than to notice the impact of missing a presentation with a client? This makes it seemingly justifiable to shirk managerial duties from time to time in order to take on more selling responsibilities. In this case, you’d be falling victim to the “Tyranny of the Urgent”. Managing is about being proactive and following processes. As much as we like sales to be proactive, there is a large element of reactivity to it, which becomes urgent and steals away time. If a manager is able to stick to their plans with their sales people and properly optimize each reps’ development, then overtime they will have a greater impact on sales revenue than if they were to over commit on their own selling initiatives.

Managers aren’t the only ones who can fall victim to the Tyranny of the Urgent either. It can just as easily crop up with individual sales people. With all of the hinges that squeak on a daily basis, it’s challenging for sales people to maintain their focus and recognize how they should best allocate their time. In order to avoid this hang up, sales managers and sales people alike ought to establish long-term plans, which they are committed to stick to. These plans can act as roadmaps when the surrounding distractions are threatening to take someone off course.

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  • When we started with Michael, our team of Originators all reported directly to the co-founder. There was no standard sales process, there was no sales training, and we had no real accountability. Michael has helped us establish a management system and 5-person team, a sales recruiting and screening system, and a channel management method. Through sales training, we have moved away from being term-sheet monkeys and instead gotten more strategic in our sales approach. He has definitely been pivotal to our growth over the last few years.
    - Commercial Real Estate Lending
  • When Michael first started working with us several years ago, we were seriously considering an exit from the Kitchen and Bath division. And our Windows and Doors division was barely holding its own. Through sales training and direct coaching with our sales people, we have quadrupled sales in each division. Truly understanding how to sell to the felt needs of the homeowners has made a huge difference.
    - Residential Building Supply
  • The produce industry is very commoditized. In order to grow, we needed a focused and clever business development effort. About 7 years ago, Michael partnered with me in developing our sales process and then coaching our sales people through several key account acquisitions. More recently he directed creation of our customer loyalty and account management system, and delivers on-going coaching regarding sales management. His contributions have been invaluable!
    - Fruit and Vegetable Distribution

Client Feedback

  • When we started with Michael, our team of Originators all reported directly to the co-founder. There was no standard sales process, there was no sales training, and we had no real accountability. Michael has helped us establish a management system and 5-person team, a sales recruiting and screening system, and a channel management method. Through sales training, we have moved away from being term-sheet monkeys and instead gotten more strategic in our sales approach. He has definitely been pivotal to our growth over the last few years.
    - Commercial Real Estate Lending
  • When Michael first started working with us several years ago, we were seriously considering an exit from the Kitchen and Bath division. And our Windows and Doors division was barely holding its own. Through sales training and direct coaching with our sales people, we have quadrupled sales in each division. Truly understanding how to sell to the felt needs of the homeowners has made a huge difference.
    - Residential Building Supply
  • The produce industry is very commoditized. In order to grow, we needed a focused and clever business development effort. About 7 years ago, Michael partnered with me in developing our sales process and then coaching our sales people through several key account acquisitions. More recently he directed creation of our customer loyalty and account management system, and delivers on-going coaching regarding sales management. His contributions have been invaluable!
    - Fruit and Vegetable Distribution

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July 12, 2019

A Case for Cadence with Scheduled Meetings


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