As I was considering what to write about for this week’s Inside Sales Leadership Corner – three things happened.
#1 I had a conversation with a newly promoted sales leader
#2 Pulled out my copy of Mike Weinberg’s Sales Management Simplified for the conversation. Where among my post-it note reminders was “RoE Return on Effort, who’s not – why would you?”
#3 James Muir shared an older post of mine on twitter “@upyourtelesales with Where are you putting your effort? Excellent post. Enjoy. https://goo.gl/vhjQzl #STA #Sales”
Take this week to figure out if you are considering the RoE you’re getting from your team.
if we go by Merriam-Webster online…
Return
4 : to bring in (profit) : yield
5 a : to give or perform in return
Effort
1 : conscious exertion of power : hard work a job requiring time and effort
2 : a serious attempt
5 : the total work done to achieve a particular end
I think of RoE as the addition of two things:
> ONE – how much am I putting in
> TWO – how much is the other person putting in
to achieve an end result / a mutually shared objective.
Which is why I am suggesting RoE as a consideration this week:
* do you HAVE a shared objective with the salespeople on your team?
* are they putting in effort to get there?
* how are you supporting their efforts?
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