Managing Sales TeamsSales Leaders Blog

Actions Matter, Results Count

Most of us start our morning with a list of actions or activities we plan on completing that day. Hopefully most get finished, but those left uncompleted find their way to the next day’s list.  (Some regrettably hang over week-to-week or even month-to-month).  It seems all of us in today’s business world are task list managed, from first job rookies to the CEO and C-Team.

We could all stand to benefit by occasionally looking up from the list to take in the forest surrounding the trees.   When we do, the real question we need to ask ourselves is “Are the actions on my personal task list truly helping to achieve the objective of my department or team – and are they ultimately contributing to new business wins?”

New wins, more than virtually any other company outcome, energize and motivate the entire organization.

If you are in a marketing role ask yourself this: Will your actions and activities facilitate or result in an increased number of qualified prospects for your sales team?  If not, are you “checking the box” on activities that were relevant 5 years ago but may not be impactful today?   Even worse, do your activities dilute or conflict with other roles within your team, department or company?

For those of you in a sales or sales leadership role, are there activities in your day that don’t directly relate to achieving your selling goals?  Sales Reps need to be engaging and interacting with qualified prospects and establishing long-term client relationships.  Managers need to be ensuring their teams are increasing the qualified pipeline and closing the business the firm needs to survive and grow.   Are those the tasks you are completing every day – or do you let busy work get in the way?

Take the Challenge

Start your morning tomorrow by making sure your task list has the right activities on it – and they each contribute to closing business.   If they do, dig in and get the job done.  If they don’t – or you’re unsure – you owe it to yourself and your company to sit with your leadership team and express your views.   The future success of your company could depend on it!

What’s on the top of your list?  We’d love to hear about it!

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