A – “They are going to drop the ball” → I need to keep an eye on everything (micro manager)
B – “They are grown ups and senior” → I leave it to them to do what’s needed (hands-off manager)
If you’re wanting to accelerate your sales team’s productivity without being a painful micro-manger or a hands-off manager, here’s one really simple technique you can use to get started straight away.
Step 0 – Before sprint planning send the sprint goal to the team (the focus for the next two weeks).
Step 1 – in Sprint planning ask your sales reps to come in with what THEY think is the priority – this allows you to see if they are aware of business priorities (do they see what you see?).
Step 2 – Adjust priorities if needed – Setting the focus and priority is YOUR number ONE responsibility (be clear in what is and what is NOT a priority).
Step 3 – Ask for their sprint planner (get into details of what they will be doing to achieve their goals, since sprint review is only twice a month, you wont come across as a micro-manager).
If you’re interested in boosting your sales productivity, send me an email.
Let’s get things moving for you.
The only thing stopping you from seeing improvement right now is how quickly you want results.
Don’t think about it – do it.