Failure Is Not An Option 5 TRAITS OF SUCCESSFUL SALES MANAGERS

APOLLO 13

If you have ever seen the movie “Apollo 13”, you no doubt remember the scene where the Mission Commander Gene Kranz makes the speech to the ground support team ending with “Gentlemen, we’ve never lost an American astronaut in space and we’re not going to lose one on my watch. Failure is not an option”.

APOLLO 13

During the speech to the team, Gene clarifies and focuses his team in 5 key areas. Can you spot them? https://www.youtube.com/watch?v=KhoXFVQsIxw

KNOW THE GOAL

Gene makes very clear to everyone what the team’s goal is. Bring the Apollo 13 crew safely back to earth. Failure to achieve this goal renders anything else the team does as inconsequential.

The Lesson: Instill the importance of the mission into the hearts of everyone. Hitting The Number (sales objective) is the foremost responsibility everyone has.

FOCUS ON THE GAP

Gene makes clear to everyone that they need to close the gap between where they will get to without doing anything different and landing back on earth.

The Lesson: Your team will achieve a certain level of sales doing the same things they have always done. Concentrate the efforts of your team on those new business activities that will close the gap between business as usual and your sales target.

KNOW WHAT TO DO

You’ll notice in the movie that once things spring into action, everyone’s job is clear and the ground crew begins to work as a team.

The Lesson: Clarity. Everyone must know what needs to be done and their role in making it happen.

KEEP SCORE

Among other things, Gene’s crew measures battery amps and CO levels. They keep score or measure their goals on the things because they support their most important goal of returning the crew home safely.

The Lesson: Measure those lead activities that influence your sales objectives.

ACCOUNTABILITY

The ground crew is accountable to each other, the astronauts and in this case, the American public. The stakes are high and they make clear to everyone how they are doing and what they are struggling with.

The Lesson: The stakes are high in your business. Make sure your team is accountable for their actions, and you accountable to them in your support.

ACCOUNTABILITY

You’ll notice in the movie that once things spring into action, everyone’s job is clear and the ground crew begins to work as a team.

The Lesson: Great Sales Managers make that everyone knows what needs to be done and their role in making it happen.