Sales & Marketing Management - January/February 2008 - (Page 6)
BRIAN TRACY UNIVERSITY The seven C’s of sales management effectiveness What one skill, if you were absolutely excellent at it, would most help you to move ahead in your field? Write down your answer as a goal, make a plan and work on developing excellence in that area every single day. III. Constraints. What is holding you mindedly on your most important goal is the key to effectiveness. VI. Competence. This requires that you Your ability to think well about who you are and what you are doing has a greater impact on your results than anything else. What distinguishes top sales managers from the average? Quite simply, it’s their ability to think, plan and make good decisions. There are seven thinking tools that you can use to improve both the quality of your thinking and your work: I. Clarity. You must be absolutely clear back from being the best in your field? What is holding your sales team back from making and breaking your sales quotas? The key to success is to focus all of your efforts on elevating that constraint, whatever it might be. Applying the 80/20 rule again, you will find that fully 80% of the constraints or the limits on yourself and your career are internal. They upgrade your knowledge and skills on a regular basis. Read 30 to 60 minutes per day in your field. This will amount to about one book per week, or more than 50 books per year. Since the average adult reads less than one non-fiction book per year, you will be one of the most knowledgeable and skilled people in your field. Also, attend seminars and conferences regularly. You can learn more from experts at a seminar or conference in a few hours than you might learn on your own in an entire year or more.And listen to audio programs in your car. A good “What distinguishes top sales managers from the average? Quite simply, it’s their ability to think, plan and make good decisions.” are the result of the lack of a particular skill or quality. IV. Creativity. According to decades of about your values, your vision, your mission, your purpose and your goals for yourself and your sales team. Is there anyone working for you who, knowing what you now know, you wouldn’t hire or give a new assignment to? Are there any business activities involving sales, promotion and markets that you wouldn’t start up again today? II. Competence. To rise to the top, you one contains the best ideas of 30 to 50 books. You can become one of the besteducated people in your field by turning your car into a “university on wheels.” VII. Courage. You must be willing to take action with no guarantee of success. Have the courage to set big goals, write them down and then commit yourself totally to their accomplishment. When you begin to think about yourself and your work through these seven C’s of managerial effectiveness, you will think with greater clarity and get far better results in everything that you do. research, each person is a potential genius.Your job is to tap into your innate creativity to find faster, better, cheaper ways to achieve sales results. V. Concentration. This requires that you focus your talents and resources where exceptional results are possible. Your ability to develop absolute clarity about your goals—both personal and business—and then to concentrate single- must become absolutely, positively excellent at what you do. The 80/20 rule says, “The top 20% of managers achieve 80% of the results.” Brian Tracy is one of the top sales and management trainers in the world. He is president of Brian Tracy University online (www.briantracyu.com), which offers certificates in superior sales management and high performance selling. 6 SALES&MARKETING MANAGEMENT JANUARY/FEBRUARY 2008 www.salesandmarketing.com www.salesandmarketingmanagement.com
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Table of Contents for the Digital Edition of Sales & Marketing Management - January/February 2008
Sales & Marketing Management - January/February 2008
Contents
Editor's Letter
Brian Tracy University
Sales
Marketing
Management
Cover Story: Everything Happens in Vegas
Boosting Your Brain
Loyalty Goes Global
Swell Your Sales
Training
Technology
Incentives/Motivation
Travel/Meetings
Excerpt
The Way I See It
Sales & Marketing Management - January/February 2008
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