The Coaching Effect Blog

The Coaching Effect Blog

    Sales managers - slow down to speed up

    by Will Kloefkorn / October 17, 2012

    If you ask 100 sales managers if they are busy, 100 of them will answer with a resounding yes! So what advice should sales managers consider to help them with this challenge? SLOW DOWN! That advice may seem counterintuitive, but it was supported wonderfully by the research of Dr. Clinton Longenecker. Dr. Longenecker is the Stranahan Profesor of Leadership and Organizational Excellence in the College of Business and Innovation at The University of Toledo. This morning he captivated the EcSELL Institute audience by sharing stories, research, and best practices about how to slow your day down in order to stop neglecting the important activities that are required to drive results.

    Amongst the many things he asked the audience to consider: why would anyone want to follow you as a leader? What are the 5 most important factors for keeping your career on track? What results are you being paid to achieve? What actions are most critical for you to achieve the desired results as a sales leader? What are the consequences of being too busy?

    The consequences of being too busy are deadly and lead to communication breakdowns, loss of focus, strained relationships, loss of perspective and work life balance, as well as many other consequences that hinder results. So what is a best practice you can incorporate as a Sales Manager to help you with your busy schedule? S.T.O.P. Sit - The act of regularly slowing down, being still and finding a quiet and isolated place to sit where you will not be disturbed. Think - The process of refocusing your thoughts from the urgent pressing issues of the day to devout real and critical thought to the important and key issues and activities that drive your cumulative effectiveness. Organize - The act of thinking through and planning for the specific actions that must be implemented on a daily basis to achieve desired outcomes and higher levels of performance. Perform - The act of implementing and executing a well thought out plan of action that addresses the key isues that lead to the outcomes/results you desire.

    Take 15 minutes in the morning to yourself, 5 at lunch, and 5 at the end of the day to incorporate the S.T.O.P. method and research shows you will drive more sales team results.

    previous post Five Planning Tips for Sales Leaders
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    Will Kloefkorn

    Will Kloefkorn

    Serving as a sales manager with the EcSell Institute team since the company's inception, Will Kloefkorn is responsible for leading EcSell Institute's worldwide sales growth strategies and business development initiatives as the VP of Sales. Will's background includes business development jobs across the board with recognized organizations such as ESPN and Enterprise.

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