Written by Sean McPheat |
England 2 Croatia 3
Out of the European Championships before a ball is kicked – gutted!
So what are the sales lessons that you can learn from this debacle? Sales Managers and Sales Directors – listen up!
SEAN’S OBSERVATION 1
When you look at the English team on paper we should be competing to win every international tournament not just scraping through the qualifiers!
SALES LESSON 1
It shows you that no matter how good your sales people are if they do not gel as a team and work as a team you are stuffed!
Action – what can you do to gel your sales team together and make them work together more effectively?
SEANS’S OBSERVATION 2
Did McLaren really have the respect of the players? Espeically the big guns? What has he done in the past? Bugger All!
SALES LESSON 2
Get Sales Managers and Sales Directors at the helm with a proven track record of success, results and motivation. They will have instant street cred from their sales teams.
Action – are your Sales Managers like Alex Fergusons or Jose Mourinho? or do you have Peter Reids? (Sorry Peter, as a Coventry City supporter you ruined our club!). Get the best that you can afford as they will bring home the silverware!
SEAN’S OBSERVATION 3
England just did not have a strategy all throughout the tournament. What was the settled formation? What was the strategy?
SALES LESSON 3
Always always always have a sales strategy. You should have a strategy and a plan of how you are going to implement that strategy for each type of client.
Action – what is your approach for a client that likes no fluff and wants you to “get on with it?” what is your strategy for a client that likes the detail?
what is your overall strategy to obtain major accounts? And where is your sales plan to achieve this?
SEAN’S OBSERVATION 4
McLaren had a lot of injuries throughout the qualifiers and this impacted on our results……well welcome to the real world!
SALES LESSON 4
We all have sickness in our teams, people who leave and those that underperform. We should get rid of the excuses and instead have a back up plan if these sort of things occur.
Action – contingency! contingency! contingency! what are your plans and strategies for those unexpected occurances!
SEAN’S OBSERVATION 5
Were we good enough in the first place?
SALES LESSON 5
We always have to ask the question of ourselves. How can we improve? Are we changing the way we sell in line with what the market and the client wants? Are we changing the way we play football to meet with the style that our opposition use? From last night, obviously not.
Action – how are you continually improving and refining your technique? This goes back to the Sales Manager and Director. What can you learn from them? Could you learn more from a Ferguson than a McLaren? What sales coaching methods are being used? What is happening on the sales training pitch?
All of these add to up to produce top performing sales people!
Okay, rant over!
But there are some valuable sales lessons to be had even from watching that debacle last night!
Originally published: 22 November, 2007