Management Tips

Do you have the best possible team in place?

Imagine a coach that doesn’t go to the game…he relies on the team telling him what happened during the game.

Did you provide training, coaching, and feedback, was it documented, was it specific?

Scramble is not a plan...do you have a business plan?

Who are your major accounts?

Which of your sales representatives are working with your majors? Does the client belong to you or the sales representative?

Did you inspect what you expect?

Are you consistent?

Are you in the field?

Performance Problem- Solving Process
• Problem definition-
• State the problem-
• Identify the cause-
• Design solution-
• Evaluate

3 Reasons account executives don’t perform:
• Skill
• Knowledge
• Belief

One on Ones
• PAL (Purpose, Agenda, Length)
• Proper planning prevents poor performance (five P’s)
• Spend time on things you can control, not on those you can’t.
• Review previous weeks work
• Review personal scorecard
• Review next week’s work