Distractions can prevent your staff from hitting their individual sales goals and the sales goals of the department. That’s why they need a plan to be productive and understand how to prioritize their activities. The plan should create more consistency with their sales and should make their day more effective, more productive and more enjoyable.
To accomplish this, you must assess the following:
To be successful, your staff must understand what is important and what is urgent. In “The Seven Habits of Highly Effective People,” Stephen Covey says that “important” means a task |whose completion would significantly contribute to the key aims and objectives of the organization while “urgent” means a task that appears to require immediate attention.
When you complete an important task, you are being effective at achieving goals. When you complete a lot of urgent tasks, you are being efficient.
Important tasks include:
Urgent activities include:
Each member of your sales staff should create a plan for their day, week and month. This will require collaboration with other members of the sales staff.
Daily sales activities may include:
Your sales staff’s weekly activities might include:
Sales staff’s monthly goals should be:
The daily plan will have quite a bit of repetition, which will create consistency. Your staff needs to be flexible and able to adapt their schedules on certain days according to weekly and monthly activities. But try to stick to the overall plan. Your staff must have the integrity to follow through in order to hit their goals consistently. If they do not, they will struggle to hit sales goals, feel ineffective in their jobs and frustrated with their lack of accomplishment at the end of each day, week and month.
Karen Woodard-Chavez is president of Premium Performance Training in Boulder, CO, and Ixtapa, Guerrero, Mexico. She has owned and operated clubs since 1985 and now consults with and trains club staff throughout the world.