Tweet

Michael Scott, Motivation, and Just Listening

Guest post by: James Simone

Article Overview: Performance Improvement too often gets pigeon-holed as either an HR or operational function. While there is a wealth of sales and marketing literature available, the fact remains that sales is the lifeblood of any business, and marketing is the vital strategic connection for business growth. Not providing performance management resources in these areas is simply not an option.

Michael Scott, Motivation, and Just Listening

You may want to stop reading now: I am a huge fan of The Office, and as the theme of this article is performance improvement in sales and marketing organizations, I could not resist using the team at Dunder Mifflin as an example.

Performance Improvement too often gets pigeon-holed as either an HR or operational function.

In the case of HR, the effort tends to focus on individual performance improvement practices, that start with job designs, descriptions, equity-review panels, pay banding policy, incentives, appraisal processes, and so on.

Operational performance improvement focuses on systems that could be functioning better. Elements that are often involved include benchmarking, customer feedback surveys, market surveys, employee engagement surveys, system reviews and project management principles.

Often overlooked in the discussion of performance improvement is how to improve sales results, through improved marketing performance.

While there is a wealth of sales and marketing literature available, the fact remains that sales is the lifeblood of any business, and marketing is the vital strategic connection for business growth. Not providing performance management resources in these areas is simply not an option.

Yet, a sense of product-superiority hubris often sets in, and when it does, it can spell trouble for sales.

Do any of these themes sound familiar?:

- our sales people are on a quota system - if they do not sell, we will replace them

- our sales people are on commission - it is in their interest to keep selling

- we have so much demand, the role of sales is really just order taking

- our product is so unique/superior in the market - it sells itself

- we are so well priced, we really do not have competition

- our service is why we are so successful

- we are the best in the market - period.

Chances are you have heard on or more of those themes at a company near you more than once. I would wager that the company that truly believes any one of the statements above is headed for a wake-up call the likes of which will not be pleasant.

Why?

Stagnant sales, or stagnant lead generation is a signal that one of two things are occurring:

1. Your sales team has stopped selling, and is spending their hours goofing-off.

2. The market is talking to you.

Take a minute now, and explore each case in detail:

1. Your sales team has stopped selling, and is spending their hours goofing-off.

Consider the following before jumping to this conclusion:

- How likely is it that your team is as bad as the sales guys on The Office?

- Are you reallyas bad a leader as Michael Scott on The Office?

- What do you see happening?

- What are the activity reports telling you?

- Is call or activity volume up, down, or flat?

- Is the team happy?

- Are they otherwise engaged in project work that you have assigned to them?

- How long does it take them to get one proposal or piece of correspondence out the door?

- Are they excessively customizing their proposals for clients, at a too-early phase?

- Do they understand and believe in your product catalog?

- When was the last time they received a bonus? Was it paid on time?

- Are commissions paid on time?

- What does the team say or feel when asked about why sales have slowed?

- Do your sales people sell a product or a solution to a problem?

2. The market is talking to you...are you listening?

Consider the following:

- Have your traditional lead generation sources changed?

- Are you experiencing less face-to-face presentations? why?

- What is happening with your clients in the last six months that is causing them worry?

- Have new competitors entered the scene?

- Has your technology or product changed in the last year/two years/five years?

- How does your offering stand-up against a clients internal buy or build assessment?

- Are you a mission-critical purchase, or a nice-to-have purchase?

- What is your reputation in the market?

- Is your messaging razor-sharp or muddled?

Net:

If your analysis is leading you to a people issue, your next step is to drill-down to identify the precise people and specific issues. That is where we can help out. Our MotivationManager system identifies 19 drivers of motivation for each manager, to help identify an individual performance improvement plan that will individually and collectively improve performance for the team (it is more complex than this article can explain, but show-able via a simple webinar).

If your analysis has lead you to a market issue, chances are you already have a sense of the cause. Our Market Turnaround performance improvement plan provides you with tools, research, and counsel to help you architect a quick-turn adjustment to your business plan.

Related Articles
  Could You Be The Michael Scott At Work?
  Productivity
  Michael Jackson Death - How to leave your own legacy behind
  10 Minute Fat Loss
  The Genius At Work
  Self Improvement -- Motivation Sometimes Comes From the Most Unlikely Sources
  The Apprentice - Baby Bear Says "Please Buy My Wedding Dresses"
  Find Out Who You Are Talking To
  Mass. Senate Race Alternate Ending Compares with Major Account Selling
  The Art of Heart-Listening
  LISTENING SKILLS IN COACHING
  Business Improvement Motivation Sometimes Comes From the Most Unlikely Sources
  Motivation- Get the Daily Dose that Keeps You on Fire
  Why Motivation Malfunctions at Midlife
  5 Ways to Motivate Your Salespeople
  The Apprentice - Idiots, Stalkers and Automobiles
  Its Just a Number
  Passive-Aggressive Behavior Is Useless In A Startup
  Daily Meetings Result in Daily Deals
  The Power of Listening

Article Tags: Performance Improvement for Sales, Performance Management



Related Forum Posts
Re: How To Stay Motivated In Your Business - Motivation spurs people into actions every time. When there is no motivation the reason to move forward seems lost. Thanks so much for this post Evan
Re: How do I find a direct mail list of potential customers - Hi WhyNot, Is it possible there are websites about the Federal Government. It needs to delve into it to find the key person. Listening for once to the news could pinpoint who is really in charge of this department. I wish you wisdom to connect with the right people. Nothing is too difficult, if you put your mind to it. Maybe some one else has a supportive idea.
Re: Beyond Booked Solid by Michael Port - Hi Shri, Glad to see you've begun writing book reviews on Evan's site! It's interesting that you mention how Michael breathes new life into the self-help genre with his humor and conversational tone. So what made you decide to review Michael Port's book when I'm sure you're normally bombarded with these requests?
Re: Quote of the Day - "People are not lazy. They simply have im - Yesterday is History, Tomorrow is a mystery and Today is a gift –that is why we call it the present –Cherie Carter-Scott
Re: How to Get Over Your Fear of Failure, Make Every Second Coun - Hi Evan, I've just been listening to a couple of your MTM videos while packing parcels. I especially enjoyed this one on JKR. Listening to stuff like this while packing orders is one of my better ways of "making every second count!"


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Google Panda and Your Search Engine Rankings

Why Small Businesses Don't Survive

Work Place Counselling

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.