This is the last in a three-part series to help you identify and qualify strategies to create sales team success. In this post, we'll look at "what," "who" or "what else" might be impacted and might prevent us from achieving success. We'll also ask questions around resources and decisions, all of which are meant to help us further qualify our ideas before we start looking for and implementing solutions.
Your identified actions will be a lot easier to address if they align with the business' overall strategies and initiatives. For example, if one of your top items is sales training and coaching and the CEO has identified "people development" as a key strategy, then you are more likely to get funding than otherwise.
We refer to this as "organizational context." There is also "operational context." For example, your sales team has told you they are involved in too much project management activities. You want to transfer some responsibilities to PMs and therefore need to get buy-in from their leader -- which may or may not hinder your ability to create sales team success.
Whether you are new or 15 years in your current role, you will want to answer the following question: "What has stopped, or might stop me from addressing these issues?" Enough said!
Time. Money. People. A reality that can't be ignored; we must be able to fund whatever solutions we choose to address our top issues. Your "end in mind" (goal) for this part of the exploration is to answer the question "can we do this?"
Depending on the top actions you've identified, you may want to quickly identify the steps you need to take to determine what solutions are required, what kinds of decisions need to be made, timing, who should be involved, how you and others will decide.
As pointed out before, you may think all of this is overkill. Consider that doing a little planning now will save a whole lot of heartache in the future. And that's what Ninety Five 5 is all about: plan for and focus on the important 5% activities. They will generate 95% of your results!