The first play is positioning – read – you ned to know the course
Play #6 is about setting your personal expectations and goals. No athlete (or sales rep) has ever accomplished more than he or she believed themselves capable of. There is no such thing as luck, only accident. Believing is no guarantee of greatness but not believing is a sure route to failure. Where is your head today?
And the wrapup
Managing in the RedZone
Down here It’s Personal! Managing in the REDZONE
The “ RedZone ” … the toughest time & market, where some will accept defeat but the determined still find success no matter what the obstacles … because of how they play the game … down here it’s personal! RedZone
Playing scratch golf is making par and then some … The rules may have changed but the fundamentals of the game still remain! Focus on the Fundamentals! Some people try to find things in this game that don't exist but football is only two things - blocking and tackling. Vince Lombardi Success is ultimately about doing the right things and doing the right things incredibly well. Management’s job is to identify the “right stuff” and assure perfect execution!
winning at sales when conditions are tough requires equal mastery of all aspects of the game … offense, defense, strategy, & execution Assure the Competencies –Masters of the Game product or technical knowledge, customer knowledge, value strategies, relationship building, sales skills, market knowledge, competitive selling …?
<ul><ul><li>Creating a clear vision of success and a Game Plan to get there is the number one task of management. </li></ul></ul>It only works when everyone is going in the same direction at the same time! Set the Vision! Not everyone in business will define success in exactly the same way. Management must clearly draw the end zone on the field and never accept less …
Success in sales, like football, means finding a way past the obstacles in front of you. A Plan to Win! It’s all about the obstacles. To succeed we first have to know what they are and where they’re found. Then it’s all about finding the “solution”, a way over, under, around, or through them. That ability, more than any other skill or attribute, is the mark of a top sales professional and assures his or her continuing success …
If we cannot measure we lose the ability to accurately change our plans. If we cannot change our plans, we cannot manage … <ul><li>Sales, like football, is a game of measurement … of measured progress towards a goal. </li></ul>A Goal that can’t be measured cannot be achieved. A Plan that can’t be measured cannot succeed. Measure!
The C4 Leadership Strategies <ul><li>CREATE, COMMUNICATE, COLLABORATE, COACH </li></ul>It’s not enough to be an owner or a manager. Today your business needs a Leader … LEAD!
<ul><li>CREATE – Build the “strawman” success plan </li></ul><ul><li>COMMUNICATE – Make sure everyone knows and understands the strawman plan </li></ul><ul><li>COLLABORATE – ask for input, ideas, improvements </li></ul><ul><li>COACH – assure everyone stays on plan or that the plan changes when needed. </li></ul>LEAD with “C4”
Your Team will only play the game YOU believe they can play …believe it! BELIEVE!
1. Focus on Fundamentals 2. Assure the Competencies 3. Create the Vision 4. Build a Plan to Win! 5. Measure Progress! 6. Lead! 7. Believe! Chalk talk – what’s your PERSONAL PLAN to master the RedZone ?