Create a Winning Sales Culture – Execute with Discipline – Visibility
“Perception is strong and sight weak. In strategy, it is important to see distant things as if they were close and to take a distanced view of close things.” Miyamoto Musashi, legendary Japanese swordsman
Our examination of sales execution continues from the previous article where we reviewed accountability as the foundation for operational integrity. In this discussion, we will build further upon our proven “VAC” (Visibility, Accountability, Consequences) framework with insights as to the importance of “Visibility” for effective execution.
First, let me define what is meant by visibility. Genuine and credible visibility is more than just physical sight; it is an authentic and reliable perception in the mind’s eye as to the state of execution, based on what one sees, hears and understands regarding the effectiveness of people, processes, and designated resources in meeting goals for business growth. This kind of visibility includes the following: Customer and employee feedback, both first-hand and through reporting, including Key Performance Indicators. Examples of first-hand opportunities are these: Observation of front-line sales employees engaged in selling; sales operations reviews; customer feedback (at the point of sale for some channels, or participation via joint customer premises visits, etc.); communication through employee roundtable discussions, town hall meetings, and other settings which promote candid and frank dialogue – I could go on; however, I believe you get the idea. We all understand that micromanagement is counterproductive; nevertheless, one must strike a delicate balance to obtain requisite visibility. That is, the team will clearly feel your presence and steadfast support; nevertheless, you must not be overbearing.