What Does President Barack Obama, The Principle of Cause- Effect and Sales Managers Have in Common?
What does Barack Obahma, the principle of Cause-Effect and Sales Managers have in common you may well ask?
During the November Presidential campaign, the principle of cause and effect was often employed by Barack Obahma. There’s a great lesson here for any sales manager not just new and aspiring sales managers!
As with most political campaigns, there seems to come a time when one of the opponents begins to criticise professionally and often very personally their fellow opponent. Sometimes it seems with little regard for the feelings of others.
There were times in the recent Presidential campaign when Presidential nominee Barack Obahma was criticised for his inexperience, lack of depth regarding policy detail and his views on foreign affairs to name a few.
Often in these situations, the recipient of the initial verbal attack launches an equal if not more critical response.
The now President Barack Obahma was an exception. Even in the face of recommendations from his campaign team to some heavy criticism, President Obahma stood firm and refused to respond. He did not want to allow himself to get thrown off track or message and be at the effect at what was happening in his environment.
Rather, his chosen response was to focus on his own campaign and “key messages”.
This was all part of a well thought out plan, where the “Effect”, was to win the Presidential campaign.
In order to do this, Obahma and his team researched Presidential campaigns dating back to J. F K’s
campaign and included the speeches of Martin Luther King. The team identified what they believed were the key success factors that ‘Caused’ a Presidential nominee to win the election.
Then they designed their campaign strategy and implemented it. One of the ‘success factors’
identified was ‘Cause and Effect’.
In simple terms;
Focus your efforts and energy on what will ‘cause’ you to get the results you want. Stop yourself from reacting to and being at the ‘effect’ of what is going on around you.
Back then to my original question.
What does President Barack Obahma, the principle of Cause- Effect and Sales Managers have in common?
It can be easy as a Sales Manager to allow yourself to be at the “effect” of others in your peer group,
senior management, your own team, even clients.
For example, at the moment you might find some of your management colleagues having a conversation about how “difficult” times are right now. Maybe even saying, “How hard it’s going to be this year to hit sales quotas and targets”.
A Sales Manager, like any other person, has a choice.
You can either, join your colleagues and allow yourself to be at the ‘effect’ of what is going on globally right now. OR, you can focus your energy on the “cause” and what are the key things you will do and actions you will take to move your business forward.
Managing and Leading a successful Sales Team is an ‘effect’. It has specific causes.
Find a successful Sales Manager and ask them ‘What are the key things they focus on that deliver results?’ Then go and do those same things. If you implement the ‘Cause’, you will ultimately get
the ‘Effect’.
Thinking then about your Sales Representatives, the same ‘Cause, Effect’ principle applies.
Millions of people are involved in the fields of Sales and Sales Management. Sadly, the vast
majority are unaware of the ‘Cause, Effect’ principle. When they are, few truly understand it and even fewer use it.
Now you understand the principle, let me ask you a few questions.
What will it mean for you in terms of how you now generate sales with your team?
What will you do differently?
When will you start?
How will you share this principle with your Sales Team?
To your success
Sharon
Popularity: 44% [?]
Comments
Leave a Reply
| Join our sales manager tips newsletter and get a free copy of our eBook, "The 28 Mistakes new sales mangers make and how to avoid them". | |
Discover how to:
|
|
|
|
