Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

by Aaron Ross

You don’t have to mandate feedback or ideas, just ask for volunteers. People don’t necessarily want to contribute, but they do want the choice of being able to contribute. There will be a reasonable number of people who want to actively help, either by offering ideas or in actually driving the process, so try letting them.

The best way to fight this battle is to improve how you choose and launch your internal processes, tools and programs. Involve your people!

Involve the sales teams in the identification, selection and design of initiatives, so they can feel like owners, get their input in early, and become champions once they’re ready to rollout.

Start by asking these two questions: How would the team operate if the manager disappeared tomorrow? What would have to happen for the team not to just continue operating at its current level, but actually to improve its results?

A functional lead doesn’t have to be the one doing all the work. They are only responsible for it getting done, whether or not they do it themselves.