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Productivity

5 Ways to Spring Clean Your Business

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Spring is here and many of us are taking the time to organize, freshen, and slough off the old winter heaviness and create a light, clean approach to life. Spring is not only a great opportunity to clean the space within your home. But it's also an opportunity to clean up your systems and organization at work. Today we will share five approaches that top executives use to to spring cleaning each year.

UNSUBSCRIBE

You receive hundreds of emails each week that you may automatically delete. Take a few minutes every day to unsubscribe from the email lists you never read. In addition, review your social media accounts. If there are accounts or pages you are no longer interest in, then unsubscribe or unfollow.

SAY GOODBYE

When cleaning out your closet, organizers recommend that if you haven't worn it in the last year, it needs to go. The same rule can be applied to certain areas of your business. Some areas get neglected due to a lack of resources, so it’s the time to look specifically at those, see how they might be better incorporated, or just get rid of them if they have gone this long without any notice or results.

GO DIGITAL

Continually look for ways to get rid of paper processes. In the digital age files, photos, and scans help an office run more efficiently. Evaluate your business to determine if there is an area that is slower due to manual, paper processes.

QUESTION EVERYTHING

Gather the team to brainstorm every area of your department or company. Ask the question, "Is this the best way to handle this area?" "Is there a more efficient system that we could implement?"

REVIEW STAFFING

This doesn't mean that it's time to begin downsizing. But take a moment to review the staff, their strengths, job descriptions, and the duties they actually carry out on a month-to-month basis. Is downsizing an option? Would cross-training be better? Take some time to evaluate.

 

 

The Biggest Obstacle with Sales Managers: Wasting Time

Dan Perry

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I like what Dan has to say about the misuse of time on the part of Sales Managers. Like what we do here at SmartMoves, he works with a lot of sales managers. Over 51 countries visited, 221 countries represented and 103,000 sales managers worked with or trained. One of the most common sales management problems we see across the globe is misallocation of time.

The truth is sales managers simply don’t spend enough time on the things that drive sales productivity. Instead, they take corporate marketing calls at 2 PM on a Wednesday. Or forecast this month’s numbers all day on Thursday. Or take two hours on a Tuesday to get a pricing approval. These are all time sinks. Not spending the time on the most important actions is costing you productivity. And productivity is what's needed to make your number.

Solving this problem requires basic time management skills. Focusing on the right things is important to drive revenue. The most critical is coaching. Coaching is proven to increase productivity, win rate and revenue. While every sales manager we talk to tells us they try to coach, we know reality falls short. Are they really coach or is it mostly telling? Sales managers fall into the trap of telling reps what to do because they don’t have enough time to coach properly. When you allocate enough time to coach, telling stops and real coaching begins. But it comes back to the time thing. You have to spend time with your sales reps to properly coach them.

You solve the time issue by literally manufacturing time to coach. We see this in 5 fundamental things every sales manager needs to do on a weekly, monthly and quarterly schedule:

1. Conduct 1:1 Sessions with every direct report every week. These 1:1 sessions are not forecast calls. They are your opportunity to understand what is happening with your sales rep. Each one should have set agenda. It should detail not just their pipeline status, but their actions to do the job.

2. Weekly Sales Meeting. This is your opportunity to get the entire team together weekly. It’s the chance for you to review the wins and losses from the week. You also get the chance to provide some micro-training on common problems. Everyone learns (and coaches) each other.

3. Field Rides. You should be spending 3 days a week with your reps seeing customers. This means the majority of the day with one rep coaching them on their sales skills. Helping them strategize on deals. And simply helping them improve.

4. Monthly Training Sessions. Improving sales skills in today’s every changing buyer’s world is a non-negotiable to great selling. Training your reps (and getting others involved in training) not only makes them better, it drive true organizational development. Take the time monthly to improve your team.

5. Individual Development Sessions. Focusing on your sales rep and helping them develop long term really improves productivity. Spending the time with your sales rep also helps endear them to you and the team. This build a culture of coaching on your team.

These are the same recommendations that we subscribe to when working with sales managers. So…

Take a deep look at your calendar tomorrow. Analyze how you are spending your time. If you are not prioritizing the 5 major areas, set those in your calendar first. Then let everything fall around those areas. You must manufacture time to coach! This alone improves productivity the most. If you need help or just want to discuss your sales management challenges, visit us here. And if you are interested to see larger trends impacting the overall performance of your sales organization, start here. Either way, we're here to help.

The Hidden Logic That Shapes Our Motivation

Have some holiday travel coming up? Today we want to share a powerful book by Dan Ariely that  provides lessons on approaching important choices in one's own life. This 128-page book can be started and finished within a single plane trip over the holidays.

Bestselling author Dan Ariely reveals fascinating new insights into motivation—showing that the subject is far more complex than we ever imagined.

Every day we work hard to motivate ourselves, the people we live with, the people who work for and do business with us. In this way, much of what we do can be defined as being “motivators.” From the boardroom to the living room, our role as motivators is complex, and the more we try to motivate partners and children, friends and coworkers, the clearer it becomes that the story of motivation is far more intricate and fascinating than we’ve assumed.

Payoff investigates the true nature of motivation, our partial blindness to the way it works, and how we can bridge this gap. With studies that range from Intel to a kindergarten classroom, Ariely digs deep to find the root of motivation—how it works and how we can use this knowledge to approach important choices in our own lives. Along the way, he explores intriguing questions such as: Can giving employees bonuses harm productivity? Why is trust so crucial for successful motivation? What are our misconceptions about how to value our work? How does your sense of your mortality impact your motivation?

Doodle: Easy Scheduling

Tired of going back and forth trying to schedule a meeting, corporate events, or even personal events? Doodle is a scheduling app and website that makes it easy to find a time when a group of people can get together. It's a time-saver and productivity booster for everyone! It's free to use, though bonus features in the premium subscription are a great addition for business users.

The free account gives you all the basics you need to schedule a get-together with a group of people. You can create polls, invite others to participate in them, edit them, see the results, and so forth. There are no limits on how many polls you can create, either.

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