A Plan, Not A Pep Talk (1)

A business associate of mine called me up and asked me if I could come give his sales team a pep talk, which sometimes I’m happy to do, but usually I’m not interested.  The following conversation ensued:

“Tell me why you think they need a a pep talk?”

“Well, there have been some internal service breakdowns that have upset the customers.  We’ve fixed the problems, but the sales team feels beat up and they could use some motivation.”

“How motivating would be for them to create a plan to repair the damaged relationships?  Isn’t that what they really need?  A plan?”

“I hadn’t thought about it that way”

We talked through the situation and I encouraged him to have a planning session instead of a pep talk,  a collaborative session that created a specific, executable action plans for each sales rep to follow to address their specific territory and  customers.   He told me he would think about it.

Called me back the next day.  “I’m going to do what you said.  Thanks for the advice”

About I month and a half later, I checked in to see how it was going.

“The sales team is flying high and working with more motivation that ever. ”

They needed a plan not a pep talk.

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