By Michael Gunther
Two tiny words can completely change your work life. What do these phrases mean to you?
Work on your business.
Work in your business.
At Collaboration, we have clear definitions. When a leader is working in their business, they are engrossed in the day-to-day responsibilities that come with being a manager — not a leader. On the other hand, working on the business means the leader is taking charge to advance their company to the next level, leaving the day-to-day to their team.
To understand why this is important, consider the Roller Coaster Effect. You get so busy with producing your goods or services that you feel that your business is going well. But then . . . the project is completed and you’re left with little to do. This is the up and down cycle many companies get entrenched in. Your “go, go, go” becomes a full stop without any work on the horizon. Leaders then tend to do a mad dash to gather new sales to build the work back up, without even realizing the cycle they’re putting themselves in. The real panic sets in when you realize you’re not going to make your annual goal due to the roller coaster growth.
This type of situation indicates that you’re missing the science in your sales strategy. Selling is an art, and maintaining stable sales is a science. Here’s some homework that will help you focus on your business. Answer the following questions to build your sales process on a solid infrastructure.
Business Development Checklist. Identify which elements of the sales process you are currently implementing by answering “Yes”, “No”, or “Maybe” for the following below.
- Clear client profile and target market
- Setting and managing goals
- Lead generation
- Qualifying leads
- Leading the sales presentation
- Closing the deal
- Measuring with ratios, tracking, and charts
- Sales roles are correctly set up
This checklist will help you determine what is missing from your sales process. As always, feel free to reach out with any questions, or attend our Business360° speaking series to gain valuable insight on this and other topics. Our next Business360°, Leadershp vs. Management — Why a Growing Business Needs Both, is on Fri., May 17 from 8 a.m. to 10 a.m. at our headquarters in San Luis Obispo. Register here.