There is a concept I have talked about in a prior OOH blog post that is a very simple yet highly effective account management tool for keeping salespeople focused on what their priorities should be while working their entire book of business. It is called the KARE model, which is really just an acronym for the 4 basic “buckets” that we should group our clients in to better understand how to efficiently and effectively “handle our business” and serve our clientele. As OOH leaders we need our own “hack” to keep us focused on certain priorities to handle our business and serve our employees and customers.
Let’s breakdown that KARE acronym as it relates to OOH leadership and some of the things we should be focused on to make us more effective and efficient leaders.
K. KEEP – I must understand that it is imperative that I am proactively working to keep my team and each individual motived. To be as productive as possible they must be engaged and focused on the growth of the company. Am I coaching them? Am I communicating effectively with them? Am I helping them reach their goals via accountability?
A. ATTAIN – My prospecting as an OOH leader is the recruitment of new team members. Either hired or stashed in your “people bank” What is a people bank? It’s a list of people you’ve identified (or maybe even pre-qualified) as potential good fits for your company should you have an opening arise. Recruiting and hiring are two different things. Just because you are not hiring does NOT mean you should not be recruiting.
R. REINFORCE/RECAPTURE – Are you REINFORCING role specific skills in your people? Are we keeping our people skills sets sharp through role play and training? Should you be attempting to RECAPTURE a former employee you want back, a former client or vendor relationship, or maybe an employee who used to be engaged but you sense you are losing them?
E. EXPAND – Are you proactively working to expand comfort zones…yours and your people’s? The personal/business vision, mindset, business development (expanding the business)…EXPAND current client/vendor relationships?
I’d like to challenge you to identify 3 proactive behaviors/activities you could commit to that would allow you to impact positively each of these key leadership areas of focus. Do that for all four areas; Keep, Attain, Recapture/Rekindle and Expand. By focusing on these actions, you'll positively impact your leadership effectiveness and, consequently, your business's success.
Need help with sales skills or coaching to take your out of home company to the next level. Learn more about OOH Sales Mastery at oohmastery.com or Contact Dan Nausley at dan.nausley@sandler.com, 423.702.5579.
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Lisa & Dan Nausley and Reggie Piercy of Sandler Chattanooga have developed the OOH Sales Mastery Program after more than a decade of training/coaching thousands of OOH Operators across the country in sales, leadership, and executive coaching.
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