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Status Update

We are into June 2012, the 3rd month of Quarter-1; isn’t it time to make a quick assessment of the progress made in the last 2 months.

If the going has been great on all parameters … CONGRATULATIONS! You have done well.

If you have achieved your Sales target but not on a few other major KRA items, then a smaller Congrats! … because you are not fully there yet.

And for those who are behind on most of the parameters … No need to feel defeated. But it is time to regroup and push harder.

To Sales Executives:

– Analyse the orders won: Who is buying? What products are selling?

– Have all products been promoted as planned? Are you on target in all products?

– How good is the order pipe-line? Do you have enough prospects to get you there?

– Have you appointed Channel Partners as planned and are they fully functional?

– Are all the Channel Partners well-staffed and implementing the Business Plan as promised?

– Are your promotional activities taking place as planned? Have you analysed the results?

– Are you making the planned number of Sales visits? How many visits are needed to get you to the close?

– How good is your prospect-to-order ratio?

Make an honest assessment of the situation:

– Don’t gloss over the data? Living in a fool’s paradise will get you nowhere.

– Assess where you are falling short and what needs to be done to cover the shortfall?

– Are you short on any skill? Do you need training to cover that deficiency?

– Do any of your Channel Partners or their team-members need to be trained or coached?

To Managers:

– Remember to Congratulate all the performers

– Sit with each team-member and go through the data

– Bring out the key messages and get buy-in for the corrective action planned

– Show the laggards where they are falling short and tell them how to pull things back on track

– Conduct the meeting in an constructive way; review like you wish to be reviewed

– Tell the slackers, in no uncertain terms, that less than 100% effort is unacceptable

–  Coach or arrange training for the team – members who are genuinely weak in any skill area.

– Closely monitor performance through the month – a performance tracker board will be useful

Channel Managers can do a similar review for each Channel Partner; Key Account Managers can do an Account-wise analysis.

Thorough Variance Analysis followed by a realistic and robust Action Plan topped with timely follow-through will ensure that you achieve satisfactory results at the end of the Quarter.

All the best!

  1. Vijay Gargipati
    June 6, 2012 at 10:53 am

    well timed one….

    • JayadevM
      June 6, 2012 at 11:38 am

      Thank you, Vijay!

  2. Jamy
    June 6, 2012 at 5:11 pm

    Good one Jay!

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