managing in the redzone
DESCRIPTION
Managing in the RedZoneTRANSCRIPT
1
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
Managing in Managing in the the
REDZOREDZONENE
Down here It’s
Down here It’s
Personal!Personal!
2
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
The “RedZoneRedZone” … the toughest time & market, where some will accept defeat but the determined still find success no matter what the obstacles … because of how they play the game … down here it’sit’s personal!personal!
RedZon
eRedZon
e
3
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
Playing scratch golf is making par and then some …
The rules may have The rules may have changed but the changed but the
fundamentals of the fundamentals of the game still remain!game still remain!
Success is ultimately about doing Success is ultimately about doing the right things and doing the the right things and doing the right things incredibly well.right things incredibly well.Management’s job is to identify Management’s job is to identify the “right stuff” and assure the “right stuff” and assure perfect execution!perfect execution!
Focus on the Focus on the Fundamentals!Fundamentals!Some people Some people
try to find try to find things in this things in this game that game that don't exist don't exist but football but football is only two is only two things - things - blocking and blocking and tackling. tackling. Vince Lombardi
4
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
winning at sales when winning at sales when conditions are tough conditions are tough requires requires equal equal mastery of all aspects mastery of all aspects of the game … of the game … offense, defense, offense, defense, strategy, & executionstrategy, & execution
product or technical knowledge, customer knowledge, value strategies, relationship building, sales skills, market knowledge, competitive selling …?
Assure the Assure the Competencies –Masters Competencies –Masters of the Gameof the Game
5
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
Creating a clear vision of success and a Game Plan to get there is the number one task of management.
Not everyone in business will define success in exactly the same way. Management must clearly draw the end zone on the field and never accept less …
It only works when It only works when everyone is going in everyone is going in the same direction the same direction at the same time!at the same time!
Set the Vision!Set the Vision!
6
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
Success in sales, like Success in sales, like football, means football, means finding a way past finding a way past the obstacles in the obstacles in front of you.front of you.
It’s all about the obstacles. To
succeed we first have to know what
they are and where they’re found.
Then it’s all about finding the
“solution”, a way over, under,
around, or through them. That
ability, more than any other skill or
attribute, is the mark of a top sales
professional and assures his or her
continuing success …
A Plan to Win!A Plan to Win!
7
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
If we cannot measure If we cannot measure we lose the ability to we lose the ability to accurately change accurately change our plans. If we our plans. If we cannot change our cannot change our plans, we cannot plans, we cannot manage …manage …
•Sales, like football, is a game of Sales, like football, is a game of measurement … of measured
measurement … of measured progress towards a goal.progress towards a goal.
•Sales, like football, is a game of Sales, like football, is a game of measurement … of measured
measurement … of measured progress towards a goal.progress towards a goal.
A Goal that can’t be A Goal that can’t be measured cannot be measured cannot be achieved. A Plan that achieved. A Plan that can’t be measured can’t be measured cannot succeed. cannot succeed.
Measure!Measure!
8
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
The C4 The C4 Leadership Leadership StrategiesStrategies
•CREATE, COMMUNICATE,
CREATE, COMMUNICATE,
COLLABORATE, COACH
COLLABORATE, COACH•CREATE, COMMUNICATE,
CREATE, COMMUNICATE,
COLLABORATE, COACH
COLLABORATE, COACH
It’s not enough to be It’s not enough to be an owner or a an owner or a
manager. Today your manager. Today your business needs a business needs a
Leader …Leader …
LEAD!LEAD!
9
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
• CREATE – CREATE – Build the “strawman” Build the “strawman” success plansuccess plan• COMMUNICATE – COMMUNICATE – Make sure Make sure everyone knows and everyone knows and understands the strawman planunderstands the strawman plan• COLLABORATECOLLABORATE – ask for input, – ask for input, ideas, improvementsideas, improvements• COACHCOACH – assure everyone stays – assure everyone stays on plan or that the plan changes on plan or that the plan changes when needed.when needed.
LEAD LEAD withwith “C4” “C4”
10
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
Your Team Your Team
will only play will only play the game YOU
the game YOU believe they believe they can play …can play …believe it!believe it!
BELIEVE!BELIEVE!
11
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
1. 1. Focus on FundamentalsFocus on Fundamentals
2. 2. Assure the CompetenciesAssure the Competencies
3. 3. Create the VisionCreate the Vision
4. 4. Build a Plan to Win!Build a Plan to Win!
5. 5. Measure Progress!Measure Progress!
6. 6. Lead!Lead!
7. 7. Believe!Believe!
Chalk talk Chalk talk – – what’s your what’s your PERSONAL PERSONAL
PLANPLAN to master the to master the RedZoneRedZone??
12
MANAGING IN THE REDZONE! MANAGING IN THE REDZONE!
Managing in the
REDZOREDZONENEIt’s Personal!
It’s Personal!