Every second counts. The phrase, popularized by the Hulu show “The Bear,” underscores the critical importance of timing and precision. For sales teams, this mantra is not just about speed, but about making each moment and decision impactful.
In “The Bear,” chefs work under intense pressure, knowing that a single misstep can disrupt the entire operation. Similarly, in sales, one delayed follow-up, missed opportunity, or poorly timed action can turn a potential win into a lost deal. Effective sales planning ensures that your team is always prepared and always making the most of every opportunity.
We’ve discussed four ways teams can improve sales planning in a previous post that focused on history, TAM, gaps, and buy-in. This post builds on that with a focus on behavioral traits and in-practice tips for effective sales planning and execution as told by TigerEye's sales leadership to Sean Lane. Drawing from past experiences and ensuring that each decision is impactful can make all the difference.
Here are the main points from the interview with Sean:
- Lead with Empathy: Recognize that Q4 is a high-stress period. Lead with empathy, understanding that people are dealing with changes and stress. This approach helps the team feel more connected and part of a unified effort.
- Effective Communication: Clear and consistent communication down to the rep level is crucial. Everyone must understand the biggest needle mover, whether it’s hiring more people or segmenting the business. Establishing a North Star early in the planning process ensures everyone is aligned.
- Tackle Problems Head-On: Running towards problems rather than away from them is key. Solving issues early prevents them from compounding in the future. Addressing under-resourced areas that AEs and BDRs frequently highlight is essential for long-term success.
- Leverage Institutional Knowledge: Long-term employees provide valuable context for decisions made in previous planning cycles. Understanding multi-year decisions helps teams see progress and maintain perspective. For example, if the company aims to sell more multi-year deals, knowing the context of this decision from two years ago can show progress.
- Consistency and Clean Data: Consistency in the plan and clean data are important prerequisites. Limiting changes and ensuring data accuracy allows for clear, actionable plans. Clean data drives behavioral changes effectively, similar to having stable goalposts in a game.
- Cross-Functional Collaboration: Successful sales planning requires collaboration across departments. Just like a kitchen team works together seamlessly, sales teams must coordinate with other departments. Unified efforts and understanding each other’s pain points lead to successful outcomes.
- Get Cross-Functional Buy-In: Before rolling out the plan, it’s crucial to get all cross-functional leaders to commit. This step can’t be skipped. Understanding how each role contributes and ensuring everyone is on the same page is vital. This involves understanding the communication style of different roles and pushing back when necessary to achieve a balanced plan.
- Articulate the Plan Clearly: When presenting the plan, less is more. Focus on key KPIs or cornerstones and explain how the plan was developed. Sales leaders must talk about how attainable the goal is and be excited about it, rallying the team around a common purpose.
By focusing on these strategies, sales leaders can improve their planning processes, ensuring that every second counts. This meticulous approach can transform a good performance into a great one, leading to sustained success.
If you’d like to learn more from TigerEye's sales leaders, listen to their conversation on Operations with Sean Lane.
