Setting Expectations

By Mike Philie
In November 7, 2008
The French Canadian goalie in the Paul Newman movie Slap Shot repeatedly asked: "Who owns the team?" In your printing business, you "own the team." That means that the expectations set for the team need to begin with you.

As the leader of your organization, or as the sales manager of your company:

  1. What expectations do you have of your reps?
  2. How do you effectively communicate those to them?
  3. Is the comp plan aligned with your expectations?
  4. How do you track their progress and hold them accountable?

I see huge problems in our ability (or lack thereof) to get consistent results from the sales force. I also see many mixed signals from the leadership ranks. This is an industry-wide problem that'll get worse before it gets better especially as we continue to transition how we sell.

I'd like to get some feedback on this. Let me know what you may have tried, what's working and where you see impediments in this area. Operators are standing by…

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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