In 2006 I discovered the practice of Fractional Sales Management before it became an emerging…
FTI or Failure to Implement (initiatives or ideas) is a killer in business and can make it more difficult to convince your troops the next time you introduce change. Conversely, the more implementation success you have the easier it is to introduce more improvement initiatives.
At Sales Manager Now, we are implementing our Part-time Sales Management System with our clients and we’re also coaching owners to bring in the same. We monitor and manage six categories to ensure our implementation success. Monitoring these indicators at your business will help improve acceptance, collaboration and improve your company’s implementation success.
1. Leading Indicators
The leading indicators are where you want to zero in. Is the activity where you want it to be? Are your sales people meeting the right people? Are they introducing the right products? As you implement your initiative, make sure you’re watching more than the result.
2. Lagging Indicators
The lagging indicator is the number of sales you’ve had and the number of products you have sold. Keep an eye on your lagging indicator because that is where the rubber meets the road.
3. Systemic Indicators
When you bring in a new initiative, you usually bring new systems and processes. If you bring a new CRM then you’re really bringing a lot of new systems in. Consequently, you want to watch the usage of the new systems and how it’s going. Everyone is not going to jump on board from day one. But you do want to get to that 80% mark and improve from there. So monitor the use of the systems to make sure your total package is going to work.
4. Attitudinal Indicators
How’s the attitude of the team and acceptance of the new initiative? As a sales leader, you want to be very open to hear a bad attitude expressed about this initiative that you’ve put so much work into. You do need to make room to listen to any resistance from your team. It’s the same as handling sales objections. Sell your team on the big value and the big picture on why you’re bringing in this initiative. It should benefit them as well as the company and the rest of the employees.
5. Cultural Indicators
Cultural indicators are a blend between system and attitude. Culture is going beyond your department. How are the other departments responding to this new initiative? Is there an overall company cultural acceptance of it? A big bonus is if there’s an uplift in positive energy. This does happen when we implement the Part-time Sales Management system because we change the culture of the sales team. The team becomes more accountable. In addition they have a more solution-based attitude and there is less complaining. It definitely impacts the culture.
6. Personal Indicators
How are you doing as a sales leader? Are you doing your part? Are you checking all of these indicators? When you build a sales team that’s self-accountable and self-managed, you have more time to be focusing on these personal indicators. You’ll be coming up with ideas on how to improve the overall implementation of things versus putting out fires. You won’t be dealing with discount questions, attitude problems and complaining between sales teams.
To summarize, put in place these 6 indicator categories to improve the implementation of your project. Leading Indicators, Lagging Indicators, Systemic Indicators, Attitudinal Indicators, Cultural Indicators and Personal Indicators. Then you know you are on your way to successful implementation.
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