Major Sales Chaos.
This silent sales killer is pervasive, refuses to discriminate, and no account team is immune. Even top tier sales teams are struggling.
This silent sales killer is pervasive, refuses to discriminate, and no account team is immune. Even top tier sales teams are struggling. Here’s what you need to ask yourself:
- What the hell is it?
- How do I get rid of it?
- Should I notify ex-lovers?!
The good news? Resurrecting old romantic liaisons will not be required. Major Sales Chaos is not one of those diseases, but like those diseases it can totally ruin your life.
THE SIGNS: It’s a Matter of Time (Literally)
Major Sales Chaos is what happens when account managers become overrun with non-selling duties. Time that should be spent selling is instead being sucked up by administrative burdens:
- Non-essential Activities
There isn’t enough surface tension in the world to keep an account manager’s daily to-do list from overflowing. Between the constant emails, calls, CRM updates, approval chasing, and a billion other things involved in managing the sales process, staying on top of everything can be a futile effort. Even the smallest tasks, like getting an update from a team member or preparing an agenda for an afternoon meeting, can lead to significant chunks of time lost in a work week.
Admin is critical for sales traction, but it can chew up a big part of each day.
- Preparing and Executing Meetings of Value
One thing you can rely on in sales is that account managers’ calendars are jammed. While you’re asking your team, colleagues, or clients to participate in your meetings, they’re thinking: “These next 30 minutes better be good…” It’s your responsibility to make sure they are. Having your sales team share updates on a regular basis is a great way to enforce checks and balances, but only if you make the most of your time. An organized agenda and a routine that hits all top of mind issues while covering each overlaying architecture is a great place to start.
Focus on meaningful conversations that move the needle. You can miss valuable takeaways while trying to capture meeting minutes in real-time or muting the call-in user stuck in noisy traffic. So, are you giving your team what they need in your forum, or are you trying to spin gold out of a tangled mess?
- Struggling to Maintain Team Alignment
There are so many moving parts to a sale and a tightly aligned team keeps those parts on track. However, when team communication gets sloppy, sales can quickly break down. Personal tasks get lost in the shuffle, due dates become muddied and no one seems to know or remember who owns what action item. Without a streamlined system of accountability, the ball gets dropped and it can be tough to figure out exactly when and where when you’re dealing with an unsynchronized group of salespeople. Resource coordination and accountability is critical to team wins, but it’s hard for account managers to survey the troops while simultaneously crushing quota. Maybe a little help could go a long way?
THE REMEDY: Unburden Yourself
Restructuring workflows will open you and your team up to more clients and ultimately more wins.
Getting healthy is simple. Let things go. Offload. Even those who are slaying the competition, could do more with a little (or a lot) of reclaimed time. Luckily, there are a multitude of tools and resources out there that are specifically designed to cure account managers from the crippling impacts of Major Sales Chaos. Because freeing up time means selling more and creating room to:
- Focus on the sales process
- Pay attention to the customer
- Stay competitive
- Yield higher results
- Restore work-life balance
- Protect your position within your company
- Earn more money (Hello!?)
- Win President’s Club
- Reduce stress
Just think, if you let the minor things be managed in the background, you can tend to major meat of your deals, close deals faster and shrink sales cycles. Restructuring workflows will open you and your team up to more clients and ultimately more wins. So, get rid of the chaos and breathe life back into your quarterly goals. Your boss and colleagues will thank you.