Imagine a football coach sending out his players with no playbook. The quarterback would get in the huddle and, instead of calling a play that defines the responsibility of every individual, simply tell his teammates, “You head the coach! Let’s get results!!!” The team would break the huddle and uncertainly look at each other with palms raised. Fans would scream and increase the pressure for results. Suddenly, the ball is snapped and confusion reigns. Chances for success? Low.
Sales managers who send their salespeople into the field to produce results without a game plan are as naive as a head coach who omits the playbook. Yet this is exactly what happens in sales organizations throughout the world. Leadership is not about demanding results with the expectation that the players know how to get them.
Leaders know that results are secondary to the action plan. At the Sales Management Boot Camp, you learn how to recruit the right players, coach for maximum performance, and use the statistics that guarantee predictable future results.