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Lean, Green Sales with the S.H.A.R.P. Sales TrainingTM System - Part II

Guest post by: Debra Pearlman

Article Overview: The acronym S.H.A.R.P. provides a comprehensive and definitive starting point for developing both organizational and personal goals. The philosophy is customer-centric with a goal to increase customer loyalty. S = Strategize, Solve, Support, Serve H = Honesty, Humor, Humility, Help A = Assess, Alleviate, Accountable, Achieve R = Relationships, Respect, Respond, Results P = Prepare, Prioritize, Perform, Produce

Lean, Green Sales with the S.H.A.R.P. Sales TrainingTM System - Part II

Similar to a navigation system, you must understand where you are and be specific as to where you want to go - otherwise, even the most expensive navigation system will prove ineffective.

Be prepared to tie target dates, percentages and hard numbers to goals. Drill down determining specific steps to be taken in order to attain each goal.

Step 1: Define long term (10 year) as well as short term (1, 3, and 5 year) goals. Consider: Annual Revenues Generated - specify indicators of overall business performance; Net Profits - define the amount of net operating income or profit management desires; Quality Level of Products Shipped - contemplate product and user based perceptions as well as manufacturing and value based approaches; Lean Philosophy - specifyprocesses that will utilize the least amount of effort, energy, time, space and capital while providing the customer precisely what they want.

Begin with 'S' - strategize and brainstorm both internally and with customers to determine and delineate the desired outcome(s). Conducting a customer survey asking specific questions and asking for feedback (with an option to be anonymous) is a good place to begin. Conduct team meetings encouraging participation from all level of employees, especially those on the frontline of customer communications.

Determine solutions and best practices to be implemented for managing both current and foreseeable challenges. Allow for flexibility in the plan as additional challenges arise (as they surely will.)

Support employees responsible for executing new stratagems. Communication from management has been ranked the #1 desire for maintaining motivation by employees; benefits and increased salaries second and third respectively. Provide appropriate training and coaching as needed.

Serve your customers. Your customers' requirements must be the main consideration for each delineated goal. By focusing on the goals and objectives of your customers, you will best achieve those of the organization as well as your own.

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Article Tags: acronym, customer loyalty, honesty, humility, humor, personal goals, philosophy, relationships



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Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
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