Many
managers expend so much energy putting together their strategic sales
plan, yet it fails to be successful.
What
happens so many times is their plan is simply a wishlist, high level
ideas or just plain unrealistic.
A
document is produced to satisfy the boardroom, yet is not designed
for the very people that have to execute the plan. Chances are that
it is never even looked at again after its initial presentation.
Here
are 5 reasons why the plans don't and won't work:
Lack
Of Communication
Expectations
as well as opinions of everyone involved, especially in its
execution, need to be considered.
Within
so many organisations, it is these very people that are the last to
know!
Lack
Of Leadership
The
?blame game? is easy for so many managers, yet in reality they
are the ones that will ultimately be responsible for the success of
their team.
Inadequate
resource allocation, poor follow through, inadequate checks,
inappropriate incentives as well as lack of belief in the plan or
team are all reasons why the plan will be unsuccessful.
No
Real Plan Behind The Idea
So
many managers have done goal setting courses yet fails to apply the
basic goal setting principles to their strategic plan
S
= Specific (What, Why, How)
M
= Measurable (Defined KPI's, Continuous, with Adjustments if
needed)
A = Attainable (Must
be something to stretch, yet want to reach)
R
= Rewarding (Assists motivation, adjustment)
T
= Timely (Timeframes clearly defined, attainable and realistic)
Lack of
Implementation
So many managers,
having done the Grand Plan, fail to actually makes sure the plan is
actually implemented properly. It's all about actual execution and
details.
?Inspect What You
Expect?
Lack of Personal
Ownership
For the plan to be
truly successful the ?what's in it for me? factor needs to be
addressed for all stake holders. If it does not, it will not be fully
embraced.
Aligning personal
and corporate goals will give people more reasons to go to work than
just a pay packet. It gives the job a real purpose.
What
can be done?
Develop your plan,
using SMART principles, involving all stakeholders, implement and
take ownership and responsibility for its success (or failure),
learning from the past. Finally, find the link between the plan and
people's personal goals ? how will your plan help them get what
they really want.
Please share with me
your success stories! If you need a hand developing your strategic
plan, give me a call!
Michael Vincent
michael.v@impact-training.net
0412 509 910
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