Why an open door policy doesn't work for sales managers

Being in constant motion may be hurting sales. Hang up the phone, close your door, and discover why a Sales Operating System may be a smarter way to work.

Many sales managers believe that their constant contact with their employees is effective. But most of these are quick “drive by” conversations (“I need this,” “Can we do that?”) rather than focused discussions. Faced with intense competition and frenzied schedules, savvy sales managers are turning to Sales Operating Systems (SOS) to create a more effective sales organization and make better use of their time.

On May 23, join Sales & Marketing Executives International of Minnesota (www.SMEIMinnesota.org) when it sponsors Mike Braun, owner and founder of Pivotal Advisors. Braun’s seminar, Why the Open Door Policy Doesn’t Work For Sales Managers, will explain why many of today’s companies are successfully using an SOS to improve their sales organization’s structure, increase the team’s efficiency, and enjoy a more focused and less hectic work environment.

An SOS is based on structured weekly, monthly, quarterly and annual meetings and communications. Once in place, an SOS enables sales managers to manage from facts, set better expectations and make faster adjustments. It also frees up managers to spend more time on the most important things instead of dealing with constant interruptions. Attendees will walk away with basic examples of what a good Sales Operating System looks like.

Braun has worked directly with hundreds of sales organizations and leaders to share what he’s learned and to shorten the time it takes to increase profitability and revenue. As part of Pivotal Advisors, he provides expertise, processes, tools, coaching and support allowing each of them to quickly improve their results. Those who have worked with him are astonished by the growth, motivation and teamwork in their company after their SOS has had time to take root and gain momentum. One of Braun’s clients raves, “[We] created a monthly status sheet for each member of the team that measured their activity (based on their own input) related to the accounts they were responsible for, and we left space for addressing additional unspecified work. Once we had the facts and they owned the plan, it was easier to coach and they were able to realize the results.”

Sponsored by Sales & Marketing Executives International of Minnesota, the event will take place at The Woman’s Club main dining room at 7:30 a.m., following the regular association meeting. A hot buffet breakfast will be served. To register, visit www.SMEIMinnesota.org.

Registration Fees:

Professional Member: $30

Introductory Member: $48

Executive Member: Included with Membership

Non-member:  $60

Full-Time Student:  $20