Originally Posted on June 4, 2013 on the Force Management blog.
Today I’m sharing three posts that got my attention in the blogosphere. When it comes to improving your sales organization, who doesn’t love a good list to get you thinking? And, Oracle’s problem in sales execution (outlined below) is something I’ve seen with hundreds of clients. A sales execution problem centers on management’s operating rhythm.
I’ve added my own thoughts to these posts. Let me know yours in the comment section below.
Business to Community blogger Matt Heinz has a great list here. I’d suggest a 10th shortcut (which is related to Matt’s 4 & 5). Have members of sales and marketing (and product marketing, engineering and channels) work together in a multi-day session to create the actual sales messages the sellers will be using. Force Management clients refer to this session as “white collar prison” when we do this in Command of the Message®, but they mean that in a good way. At least by the time they see the results!
Wow. Jonathan Farrington writes, “17% of all sales managers are effective at coaching.” I’ll say it again, Wow. Here are two I would add to his list:
1. Their company has not defined competencies for the different sales roles, so when themanagers coach they’re coaching to the wrong areas.
2. Sales Managers don’t have a list of defined competencies for being a sales manager. Oh, by the way, being an effective coach is one of them.
After their missed earnings expectations Oracle’s CFO recently said, “the problem was largely sales execution, especially with the new reps.” With a name like Oracle isn’t that something they should have seen coming? If you’re having sales execution problems and your sellers aren’t ramping up quickly, you likely have an ineffective management operating rhythm, specifically around your sales planning and talent management responsibilities. Hopefully, Oracle will realize this. Time will tell.
Tom Martin is a 20+ year veteran of the sales methodology and training industry. He has a diverse set of global experience with sales (direct, indirect and inside), channel management, marketing, SFA/CRM, consulting, finance, legal, training, systems and operations. He serves as Force Management’s Executive Director of Operations.