For a sales professional…Monday mornings shouldn’t be dreadful. If they are, chances are you aren’t executing your plan…or worse, you haven’t mapped one out. First things first…get your head straight. You are the only person who can change your outlook. Shift your view – recognize that you are in a rut…and that it can be overcome. Take a breath and work on a plan.
Start With Simple: Do Your Math
Do math to understand the averages. How many accounts are in the territory? What percentage are existing customers? What is the history of sales in your patch? Is it growing or declining? What is the average sale? Don’t ignore this step. Once you see the number of sales you need in order to achieve your target, you’ll know what volume of activity you will need to execute. This is the basis of your plan. If nothing else – you ‘ll be able to determine how realistic the target is. Accept the challenge to prove it right…or prove it wrong.
Establish Your Team
You have all heard the term “Lone Wolf”. The salesperson who does everything on their own. It’s an oxymoron. Wolves are pack animals…they have a hierarchy and follow a leader. They do it to survive. Lone wolves usually die alone.
A good plan needs a good team. Build your team if it hasn’t been done for you already. It’s pretty simple. Identify:
Business Developer/Lead Developer
Technical/Subject Matter Expert
Partner Manager/Channel Resource
Just recognize that these are direct connections that will help you execute the plan. Communicate! Start the week with a review of what you are going to do, and end the week with a review of what you did…and didn’t get to. Use that information to plan for your Monday meeting. It’ll help you avoid Monday Morning Dreadful.
- Confirm each deal you are forecasting (not each deal in pipe).
- List your scheduled meetings for the week.
- End the week with a 10 minute BRIEF review of what meetings were attended:
- Review Opportunities Found
- Review Deals progressed – only the ones that changed sales stage in CRM
- Discuss the next steps
This is designed to point out what work you are doing. Set a schedule and stick to it. Consider it sacred. Appoint yourself as leader on the call, and get confirmation from the team that the call will happen regardless of 100% attendance. that way – team members pick up the slack and maintains momentum if someone can’t make the call.
Setting the sacred time helps to avoid scheduling conflicts. Monday mornings and Friday afternoons are best for this.
Profile the Territory
I’ve written about this step before…here. This is an incredibly important step. Do the profiling with your team. Select target accounts…and understand why they are targets. Know what plays you will drive to them, know what vehicles you will use to penetrate them…know which partners will engage with them.
Your goal is to develop a strategy to uncover that customer’s current solution (even if competitors), who they buy from, what their current projects are, what their business challenges are. These are all reasons to call…reasons to build credibility within the account. Reasons for massive action.
At minimum, do the following to profile the territory:
- Account Detail:
- Confirm Address, Account ID, HQ vs Subsidiary, Budget owner, C-Level Contacts…by department…by location.
- Dig for existing solutions:
- already deployed from your company or competitor.
- Learn their BUSINESS:
- What do they do?
- Understand the buying process:
- PO / procurement process, Contract Process, Legal Review Process – for all accounts
- Identify Channel Partners in Territory:
- Talk to them, consistently. They are part of your team.
Every one of these activities will generate appointments for you to visit every account in your patch…over and over and over.
This is key. This is what drives your Monday.
Shift your view. Stop working the calendar and start working the plan.