Things are very exciting in New England! The Patriots are in the playoffs! I know; not a huge surprise, given the team’s talent and coaching. But, one of the things they do well is executing their plan.

For you, it’s a new year. There is a new sales plan and new goals. But, despite the “new,” there are some constants. There is very little room for loss or failure. Much like the press conferences the coaches attend after every game, somebody is going to ask you about your sales team’s performance and how they will be better.

Executing the plan

The challenge with plans is not the thinking. It’s the doing, the action…the execution. Despite this, how you think does matter. Like any leader, sales leaders seek the best way to guide their team to success. You monitor the plan, evaluate potential opportunities, and maximize how each team member performs. Not that different from Bill Belichick or any other playoff coach. Depending on your industry, several dynamics could pressure you and your team more. Kind of like the one-and-done nature of playoff football. This can make the leadership and coaching aspects of the sales manager’s job more demanding.

Temptations to change the plan

Part of the role of a sales manager is to keep an eye out for opportunities. You will likely spot possibilities as you go forward with your sales plan. The other side is when targets are not being met, and the plan seems not to be working. One temptation is to chase the possibilities. The other temptation is to ditch the plan and make a new one. You could prevent your team from performing well without noticing the thinking shortcuts you use.

Those pesky thinking shortcuts

It is not that these are bad overall. Our brains are lazy and have us do all kinds of things on autopilot. Can you imagine what would happen if a receiver stopped to think about how to catch a pass? Thinking shortcuts are ways our brains are more efficient, yet they are also a mixed bag. Assumptions, biases, and other thoughts become embedded, so we become largely unaware of them over time.

What can you do to avoid getting trapped by temptations?

It cannot be said enough…do your homework. Like the football coaches and players who watch films to see their weaknesses and opponents, creating a clearer view identifies if you and your team are executing the sales plan effectively or need to adapt it. We tend to seek out information that corresponds with our thinking. It should be said that getting information that supports what we think does work in our favor because we can filter through the noise and get the data we need. However, it can also work against us when we allow ourselves to discount information because it does not fit our beliefs.

There are a few ways you can circumvent this so you and your team achieve the sales goals:

• • Involve your team.

Have someone else research your great idea. Another set of eyes, particularly from one of your team members, is an excellent way to sift through your biases and hear what is possible and probable.

• • Do quick pros and cons list.

This can be a helpful way to find out what you know and don’t know. It highlights if you have enough in-house expertise and resources. Keeping it quick supports telling yourself the truth and what needs more research.

• • Know what your siren’s call sounds like.

We all have areas that get us excited. It might be noticing market trends, specific subjects that are our expertise, or feeling persuaded by one of your team members. Like Odysseus, tie yourself to your mast by reminding yourself that there is an agreed-upon plan. This also prevents you from undermining your team.

• • Use a coach or mentor.

Conversations with either a coach or mentor can help you hear your thinking. Plus, you get the bonus of questions that provoke deeper thinking.

Most sales teams risk missing their numbers if they go off the plan. That puts you, the sales manager, in the hot seat with the organization’s decision-makers, much like explaining why your team lost the playoff game after having a sizable lead. Changing the plan may have merit and fit with the overall strategic plan. But, on the other hand, it might be simply the heat of the moment.

Winning depends on focused execution…and clear thinking

It is easy to get caught up in the excitement during a game. We have seen players commit dumb fouls because their emotions drive their behavior. We have seen coaches set up risky plays that cause turnovers because they wanted their team to score poorly. Simply put, perceived opportunities were not accurate. This and other thinking shortcuts can undermine both your performance as well as your team’s performance. Moving goal posts are poison for sales teams. Keeping yourself clear will support you in leading your team to victory.

When you think about sales effectiveness at your organization, does it seem like you are close but just missing those unique elements that give you that competitive edge? Looking for a way to understand how your buyer thinks, decides, and reveals information? At The Nova Consulting Group, we believe that professional selling is a craft. With the Advanced Sales Conversation©, you have those missing elements that move your salespeople from competency to mastery. With our deep understanding of what makes and sustains high-performance organizations, we provide integrated solutions that do not replace your sales methodology and yet advance a progressive selling mindset. Be bolder, more insightful, and get results. To learn more about how to master the craft of sales and encourage sustainable high performance, call  (617) 933-7249 or email info@novaconsultinggrp.com.

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