IT and Business Insights for SMB Solution Providers

Sales Management Thought Leadership: Efficient Effectiveness

As an Eagle Scout, I can discuss the topic of “Be Prepared” easily, and based upon my upcoming vacation next week, it could lend more credibility. Last year, I had to catch two planes and a ferry to end up on an island in the Caribbean. While that sounds somewhat easy, it took planning and preparation. Taking a vacation for me becomes a big project for a variety of reasons, but mainly it’s time to unplug and “breathe fresh air.”

We researched a wide variety of destinations, resorts, and optional packages. We narrowed the search and checked out online evaluations and then compared costs. I posted potential locations and asked for opinions on Facebook. I asked my travel agent for her thoughts and friends for their experiences. All of this helped us pick a great spot. It was rated the “best beach resort in the world.”

Next, I had to organize my professional life. Client projects needed to be finalized, meetings re-scheduled, mobile phones had to find International plans, and new proposals completed. 

Now just a few days to go, we had to pack, purchase last minute items, and think through options like umbrellas, sun tan lotion, books, mosquito spray, and other health related item.

What does this have to do with sales management? As a manager, you must be prepared at all times for almost any event. The best plan is to have a plan and to consider what might go wrong or what could impact your ability to exceed your objectives.  I have simply listed below a series of topics for your consideration and for you to double check against your plan or lack of plan.

Do you have a plan?

  • If you lose a salesperson
  • If your sales team needs sales training
  • To increase the sales culture of your team
  • To increase your networking/partnering function
  • That generates excitement for your products/services
  • To say thank you to your support team
  • That increases your level of professionalism/education
  • To create a sales contest that drives revenue
  • That adds net new customers to your base
  • That drives the necessary sales leads for each month
  • To say thank you to your existing customer base
  • To increase your public relations exposure within your community or market
  • That will increase/improve your vendor relations
  • To improve your CRM effectiveness
  • If your computer systems fail or are destroyed

HINT:  This is a great idea for your next management meeting. Simply begin by asking each of the departmental managers about their problems or contingency issues that arise on a day to day basis or what might occur if a disaster of any kind happens, then ask them for their plan.

Why is this critically important today? In any kind of business environment, the organization that operates the most efficiently generally out performs their competition. In more challenging times, a focus on efficient effectiveness must become the mantra for the day.

Check out our Sales Management Boot Camp, starting May 12. For more information on this eight-week online, interactive training, visit


About the Author

Ken Thoreson's picture

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his company’s consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world.

Ken’s latest book is “Leading High Performance Sales Teams.” He provides keynotes, consulting services, and products designed to improve business performance. Reach him at

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